Pricing strategy implementation : translating pricing strategy into results / Andreas Hinterhuber and Stephan M. Liozu.

Includes bibliographical references and index.

Part 1: Introduction 1. Introduction: Implementing pricing strategies Part 2: Aligning the Organization around Pricing Strategy Implementation 2. Implementing pricing strategies – the frameworks to drive profits by pricing actions 3. Elevating the cost of doing nothing – An interview with Mark Shafer Part 3: Pricing Strategy Implementation – The Role of the Sales Force 4. Interview: the role of the sales force in pricing strategy implementation 5. The strategic account manager as ecosystem captain – driving profits via pricing 6. Designing Sales Force Compensation Programmes to Improve Pricing Execution Part 4: Pricing Strategy Implementation – The Role of Marketing 7. Implementing pricing strategies by developing and implementing effective discounting practices 8. Designing and Executing B2B Customer Segmentation 9. Training Programmes to Boost Pricing Execution 10. Implementing a structured Pricing Strategy approach Part 5: Implementing Pricing Strategies that Win Deals 11. Pricing large deals: Insights into capabilities and tools that help to win large deals profitably 12. Pricing to Win – A framework for strategic big decision making 13. Value Quantification – Process and Best Practices to Document and Quantify Value in B2B 14. Implementing Pricing Strategies via Quantified Value Propositions 15. Adopt Value Selling: Best Practices to Drive Sustainable Organizational Change 16. Executing Price Control in Five Simple Steps 17. Eight Best Practices to Improve Pricing Execution

"Pricing can truly transform organizations. The impact of pricing on organizations is a result of two factors: pricing strategy development and the implementation of these strategies. Implementation is arguably the most difficult part in the pricing strategy process where even seasoned practitioners demand guidance. Pricing strategy development requires creativity, analytical rigor, and an ability to master the internal political competition for scarce resources, but it takes place in a well-defined environment. Fast forward to strategy implementation: competitors that stubbornly fail to behave according to assumptions, new entrants, internal resistance, new opportunities, changing customer preferences, leadership changes, regulatory interventions, or market growth rates that change unexpectedly are some of the intervening variables between the pricing strategy originally developed and the strategy actually implemented. This book provides the theories and best practices that enable the effective implementation of pricing strategies. It offers: a best practice overview on how to convert a pricing strategy into superior results; insights from current academic research on driving profits via pricing strategy implementation; examples on how to deal with digital transformation in the context of pricing; tools and insights into how to overcome internal resistance, align the organization, and forge win-win relationships with customers. Taking a new approach, Pricing Strategy Implementation is a ... tool for practicing executives and managers, as well as academics and researchers in pricing, marketing strategy, and strategic management."-- Provided by publisher.