Professional Documents
Culture Documents
Chapter 05
Chapter 05
Chapter 05
The Strategy and Tactics of Pricing, 4E Thomas Nagle and John Hogan
Pricing Policy
Negotiation Tactics & Pricing Setting Procedures
Value Communication
Communication, Value Selling Tools
Price Structure
Metrics, Fences, Controls
Value Creation
Economic Value, Offering Design, Segmentation
Value
Price
Use Value
Economic Value
Perceived Value
Willingness to-pay
Type of Benefits
Psychological Benefits
Economic Benefits
Auto Repairs
Type of Benefits
Antibiotics
Psychological Benefits
Life Insurance Blood College Pressure Education Drugs Fitness Weight Loss Equipment Plans
Digital Cameras
Cosmetics
Designer Clothes
Exotic Vacations
Economic Benefits
Auto Repairs
Type of Benefits
Antibiotics
Psychological Benefits
Life Insurance Blood College Pressure Education Drugs Fitness Weight Loss Equipment Plans
Digital Cameras
Cosmetics
Designer Clothes
Exotic Vacations
Economic Benefits
Auto Repairs
Type of Benefits
Antibiotics
Psychological Benefits
Life Insurance Blood College Pressure Education Drugs Fitness Weight Loss Equipment Plans
Digital Cameras
Cosmetics
Designer Clothes
Exotic Vacations
Economic Benefits
Auto Repairs
Type of Benefits
Antibiotics
Psychological Benefits
Life Insurance Blood College Pressure Education Drugs Fitness Weight Loss Equipment Plans
Digital Cameras
Cosmetics
Designer Clothes
Exotic Vacations
Economic Benefits
Auto Repairs
Type of Benefits
SUVs
Life Insurance Blood College Pressure Education Drugs Fitness Weight Loss Equipment Plans
Cosmetics
Designer Clothes
Exotic Vacations
10
Type of Benefits
Psychological Benefits
Losses
Gains
Perceived Losses
- Value
12