Marn Michael V.The Price Advantage

Michael V. Marn, Eric V. Roegner, Craig C. - John Wiley & Sons, Inc, 2004. - 305р.Written by three McKinsey & Company partners, we consider The Price Advantage to be the most well-rounded effort on the importance of pricing and how companies can bring discipline to their pricing efforts. Beginning with an excellent introduction to several important pricing concepts (price waterfalls, price/volume tradeoff, etc) the book quickly dives into detail on what the authors consider to be the three levels of price management: industry strategy, product/market strategy, and transactional pricing. As most of our work revolves around transactional pricing excellence, we recommend this book to anyone new to pricing as it provides a great background to not only the levels of price management but also on pricing technology, new product pricing, and a host of other key topics.