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The Strategy & Tactics of Pricing 5th Edition - ToC
The Strategy & Tactics of Pricing 5th Edition - ToC
The Strategy & Tactics of Pricing 5th Edition - ToC
Edition
INTERNATIONAL EDITION
Thomas T. Nagle
Monitor Group
John E. Hogan
Monitor Group
Joseph Zale
Monitor Group
Boston Columbus Indianapolis New York San Francisco Upper Saddle River
Amsterdam Cape Town Dubai London Madrid Milan Munich Paris
Montreal Toronto Delhi Mexico City Sao Paulo Sydney Hong Kong
Seoul Singapore Taipei Tokyo
CONTENTS
Preface 8
About the Authors 16
27
31
Notes
30
32
33
62
Notes
62
Contents
86
Notes
87
109
Notes
103
109
115
Contents
Policies for Dealing with Power Buyers 124
Policies for Managing Price Increases 126
Policies for Leading an Industry-Wide Increase 127
Policies for Transitioning from Low
One-Off Pricing 128
Policies for Dealing with an Economic Downturn
Pol icies for Promotiona I Prici ng 131
Summary
Chapter 6
Price Level
133 '
Notes
130
133
134
>,
145
147
Chapter 7
156
Notes
153
156
157
Chapter 8
171
Notes
172
174
163
10
Contents
Organizational Structure
Decision Rights
177
180
196
195
Notes
196
220
Notes
221
223
248
Notes
248
Contents
Appendix 10A
Derivation of the Break-even Formula
Appendix 10B
11
249
267
285
Chapter 13
298
310
311
12
Contents
Resale Price-Fixing or Encouragement
Vertical Price-Fixing
328
328
347
339
Notes
336
339