000			01445cgm a2200229u 4500
007			vz
008			090426s2005 |||--- vleng|u
110	1		_aNagle, Tom
245	1	0	_aDon't just set prices _h[videorecording] : _bmanage them strategically / _cTom Nagle.
260			_aMill Valley, CA : _bKantola produciton, _cc2005.
300			_a+ 1 x DVD ; _c57 mins.
440		0	_aStanford executive briefings
500			_a+ 1 x DVD.
520			_aTraditional pricing methods involve a trade-off. You want to charge as much as you can in order to maximize profits, but not so much that there is a negative impact on sales. So when a customer rejects your price, does it mean that the price is too high? Maybe not, says Tom Nagle. Price levels are only the visible "tip of the iceberg" in pricing strategy.Nagle explains that in order to get customers to pay for value, you have to do more than just set a value-based price. You must proactively manage your markets with communications that justify your price in terms of value. You need to offer service packages that customers recognize as providing extra value. And you need to manage a price structure that tracks with value, and a pricing process that forces customers to acknowledge value with their pocketbooks.
650	1	4	_aPricing.
650		4	_aMarketing _xSales.
650		4	_aMarketing _xDecision making.
005			20210624160511.0
001			31469
003			UOWD
942			_cDVD
999			_c38012 _d38012