The Pricing Journey
The Organizational Transformation Toward Pricing Excellence
- 240 pages
- English
- ePUB (mobile friendly)
- Available on iOS & Android
About this book
Innovations in pricing can be transformative, but to reach their potential companies must devote equal attention to technical and organizational capabilities. Most firms, however, only pay attention to the technical dimensions of pricing, which severely limits the success of their initiatives. To remedy this, The Pricing Journey provides an integrated guide to the organizational, social, and behavioral aspects of pricing—drawing on principles of socio-technical change. Based on extensive qualitative and quantitative research in an array of firms around the world, Stephan M. Liozu provides a practical roadmap for management teams that aim to reach a new level of pricing power.
Liozu introduces the 5 C model of transformation, which relies on change, capabilities, champions, confidence, and center-led organizational design to create effective and lasting pricing strategies. Rooting his recommendations in research and practice, Liozu proposes specific capabilities to develop on the road to pricing excellence. This book prepares pricing and marketing professionals to be true strategic partners, while contributing the study of pricing transformation.
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Information
Table of contents
- Cover
- Copyright
- Title Page
- Dedication
- Contents
- Foreword
- Acknowledgments
- Introduction
- 1. What Is Pricing Excellence?
- 2. The Transformational Journey
- 3. Champions: Leading the Organizational Mobilization
- 4. Center-Led Price Management: A Hybrid Organizational Architecture for Pricing
- 5. Capabilities: Social and Technical Assets and Activities
- 6. Change Capacity: A Progressive Internalization
- 7. Confidence: The Fuel of the Organizational Transformation
- 8. Possible Roadblocks Along the Journey
- 9. Pricing Myths at the Organizational Level
- 10. Pricing Skills to Face Complexity and Dynamic Environments
- 11. Closing Thoughts
- References
- Index