- Paperback: 368 pages
- Publisher: Pearson; 4 edition (5 Dec 2005)
- Language English
- ISBN-10: 0132043580
- ISBN-13: 978-0132043588
- Product Dimensions: 22.8 x 15 x 1.4 cm
- Average Customer Review: 5.0 out of 5 stars See all reviews (2 customer reviews)
- Amazon Bestsellers Rank: 213,250 in Books (See Top 100 in Books)
- See Complete Table of Contents
| ||||||||||||
Did you know you can trade in your old books for an Amazon.co.uk Gift Card to spend on the things you want? Plus, get an extra £5 Gift Certificate when you trade in books worth £10 or more before June 30, 2012. Visit the Books Trade-In Store for more details. |
Product details |
More About the Author
Product Description
Review
“The concepts espoused in this book taught us to focus on how we deliver superior value to our customers, and thereby enabled pricing strategies that have driven both our growth and profitability.”
Scott Heekin-Canedy
President and General Manager
The New York Times
“…a roadmap to profitable growth, this book helps you put the theories into
practice and deliver measurable results.”
Mark A. Kopelman
Vice President, Strategy and Marketing
RR Donnelley
“Concepts described in this book were instrumental in helping us align our offerings with the value they provide to our customers.”
Keith Bradley, President
Ingram Micro, North America
“Most executives name pricing as their major challenge and major weakness. This book is an answer. It is full of new ideas and insights.”
Philip Kotler
Northwestern University
“For nearly two decades, this book has been the most influential and highly regarded reference among pricing professionals.”
Eric Mitchell, President
The Professional Pricing Society
Review
"The best book ever written about pricing is The Strategy and Tactics of Pricing by Tom Nagle and Reed Holden-these guys know their stuff and it works!" - Guy Kawasaki, CEO, Garage Technology Ventures "For more than a decade, this book has been the most influential and highly regarded reference among pricing professionals." - Eric G. Mitchell, President, The Professional Pricing Society "Most executives name pricing as their major challenge and major weakness. This book is an answer. It is full of new ideas arid insights." - Philip Kotler, S.C. Johnson & Son Distinguished Professor of International Marketing, Northwestern University "An investment in Tom and Reed's book will give you the highest return you've ever had. It's an investment you can't afford not to make." - Dan Nimer, President, DNA Group
--This text refers to an out of print or unavailable edition of this title.
Tags Customers Associate with This Product(What's this?)Click on a tag to find related items, discussions, and people.
|
Sell a Digital Version of This Book in the Kindle Store
If you are a publisher or author and hold the digital rights to a book, you can sell a digital version of it in our Kindle Store.
Learn more
What Other Items Do Customers Buy After Viewing This Item?
Customer Reviews
Most Helpful Customer Reviews
1 of 1 people found the following review helpful
Format:Paperback
This book looks at value-based pricing, i.e. how to deliver value to the consumer and at the same time how to capture an appropriate amount of that value, so that neither the seller nor the consumer is being ripped off. It gives sufficient detail and examples to make it a truly valuable sourcebook for anyone engaged in pricing. I read it because of the recommendation in another respectable work, that this was THE best book on the subject, and I would whole-heartedly agree.
Format:Paperback
it is one of the core reading books at uni and it was exactly what i wanted. i just type in the title and the year the what i want came up and bought it.
simple
simple
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
7 reviews
9 of 9 people found the following review helpful
This is a book for CEOs, VPs of Sales, Marketing and Finance
12 Oct 2010
Format:Hardcover
As my due diligence for a panel on pricing next week (Oct 20) in Vancouver ([...]) I have been reading Nagles 5th edition of his textbook on the subject and am thoroughly enjoying this book. It is as much the application of psychology as analytics. He makes the best arguments and execution strategies for value pricing I have ever read.
In his thoroughness I am finding lots of sales aha moments. These are the times when you encountered types of buyer and competitor behaviour, made a decision, learned to regret it, lost $$$$$$ , and over time developed/learned better responses. Nagle describes the theory behind why the better responses worked and how to improve even more . This is a very similar experience I had when first reading Geoffrey Moore. "All the time spent learning through doing when someone had already written this down". Of course had I known much of this sooner I would have been even more of a pain in the ass to my superiors/employers.
There may not be one book that contains everything on pricing, but this one comes extremely close. His generous use of examples pulls tired brains like mine through some of the numeric analysis. I know I will be a much better salesperson from reading this book. I suggest this is a book for CEOs, VPs Sales, Marketing and Finance in any type of company. Thanks Steven Forth for dropping this copy off to me.
In his thoroughness I am finding lots of sales aha moments. These are the times when you encountered types of buyer and competitor behaviour, made a decision, learned to regret it, lost $$$$$$ , and over time developed/learned better responses. Nagle describes the theory behind why the better responses worked and how to improve even more . This is a very similar experience I had when first reading Geoffrey Moore. "All the time spent learning through doing when someone had already written this down". Of course had I known much of this sooner I would have been even more of a pain in the ass to my superiors/employers.
There may not be one book that contains everything on pricing, but this one comes extremely close. His generous use of examples pulls tired brains like mine through some of the numeric analysis. I know I will be a much better salesperson from reading this book. I suggest this is a book for CEOs, VPs Sales, Marketing and Finance in any type of company. Thanks Steven Forth for dropping this copy off to me.
22 of 27 people found the following review helpful
Value Pricing & Customer Value Management Can Transform Business
16 Feb 2010
Format:Hardcover
Disclosure - I worked with Tom Nagle, John Hogan and Joe Zale at Monitor Group and continue to work with them at LeveragePoint, where we are coding many of their ideas into software tools, so my review may be a bit biased.
This is a major update of the classic book on strategic pricing, a book that introduced many of us to the field and that taught us how to think about customer value and how it relates to price. In my case, this book also helped me to sharpen my understanding of pricing, segmentation and bundling and changed how I thought about sunk costs and pricing. If I had read this book ten years ago I would be a wealthier person today.
What's New in the Fifth Edition?
A completely new chapter on "Pricing Strategy Implementation" identifies the challenges involved in embedding strategic pricing principles within an organization and describes how managers can lead a structured change process to build a commercial organization more consistently focused on value creation, for the firm and its customers
The revised chapter on "Pricing Policy" provides a theoretically grounded framework to describe specific policies for managing price changes for a variety of situations including raw material cost increases, demand recessions, and new product launches.
The chapter on "Value Creation" for the first time addresses explicitly how to deal with value differently when it is driven by subjective psychological drivers (such as doing the right thing for the environment) rather than by tangible monetary drivers (for example, saves money on fuel).
The chapter on "Value and Price Communication" has been substantially revised to describe how to communicate value in a wide variety of product and customer contexts. It demonstrates how to target communications to affect specific behaviors throughout the customer's buying process.
The chapter on "Price Setting" has been expanded to provide a robust process for setting prices that can be widely applied both to consumer and business markets.
Throughout the book, we have updated examples with more topical illustrations of current pricing challenges (such as iPhone pricing, new models for pricing music, and services pricing).
This is a major update of the classic book on strategic pricing, a book that introduced many of us to the field and that taught us how to think about customer value and how it relates to price. In my case, this book also helped me to sharpen my understanding of pricing, segmentation and bundling and changed how I thought about sunk costs and pricing. If I had read this book ten years ago I would be a wealthier person today.
What's New in the Fifth Edition?
A completely new chapter on "Pricing Strategy Implementation" identifies the challenges involved in embedding strategic pricing principles within an organization and describes how managers can lead a structured change process to build a commercial organization more consistently focused on value creation, for the firm and its customers
The revised chapter on "Pricing Policy" provides a theoretically grounded framework to describe specific policies for managing price changes for a variety of situations including raw material cost increases, demand recessions, and new product launches.
The chapter on "Value Creation" for the first time addresses explicitly how to deal with value differently when it is driven by subjective psychological drivers (such as doing the right thing for the environment) rather than by tangible monetary drivers (for example, saves money on fuel).
The chapter on "Value and Price Communication" has been substantially revised to describe how to communicate value in a wide variety of product and customer contexts. It demonstrates how to target communications to affect specific behaviors throughout the customer's buying process.
The chapter on "Price Setting" has been expanded to provide a robust process for setting prices that can be widely applied both to consumer and business markets.
Throughout the book, we have updated examples with more topical illustrations of current pricing challenges (such as iPhone pricing, new models for pricing music, and services pricing).
4 of 5 people found the following review helpful
Practical tool combining theory and useful examples
12 Jun 2010
Format:Hardcover|Amazon Verified Purchase
As a pricing manager I found this to be a very useful read for my day to day role and has helped to develop margin management training for our sales organizations and the pricing analysts in the company.
Were these reviews helpful?
Let us know
Customer Discussions
|
This product's forum
Active discussions in related forums
Search Customer Discussions
|
Related forums
|
Listmania!
Look for similar items by category
Look for similar items by subject
Feedback
- Would you like to update product info or give feedback on images?
- I am the Author, and I want to comment on my book.
- I am the Publisher, and I want to comment on this book.
