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Description of The Price Advantage

The Price Advantage, written by three preeminent experts at McKinsey & Company, is the most pragmatic and insightful book on pricing available. Based on in–depth, firsthand experience with hundreds of companies, as well as significant investments in basic pricing research, this book is designed to be a comprehensive guide for managers through the maze of pricing issues. The authors examine state–of–the–art approaches for analyzing and improving pricing performance, demonstrate those approaches with real case studies, and draw a pricing excellence blueprint for companies to follow. In good economic times or bad, achieving the price advantage is critical to corporate performance and profitability.

Title Information

ISBN:

9780471466697

Pages:

304 pages

Format:

Hardback

Product Code:

19784

Publisher:

John Wiley & Sons Ltd

Published:

05/03/2004

Edition:

1st Edition

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About Michael V. Marn and Eric V. Roegner and Craig C. Zawada

MICHAEL V. MARN is a partner in the Cleveland office of the international consulting firm of McKinsey & Company. He joined McKinsey in 1977, and has developed some of the most widely used analytic approaches for identifying and capturing opportunities in pricing. He has written articles on pricing that have appeared in publications including the Wall Street Journal, the New York Times, and the Harvard Business Review.

ERIC V. ROEGNER is a partner in the Cleveland office of McKinsey & Company. Since joining McKinsey in 1994, he has served clients in all major markets on a wide range of pricing and marketing issues. In addition, he has published several articles on pricing and marketing strategy in journals including Marketing Management, the OESA Journal, and The McKinsey Quarterly.

CRAIG C. ZAWADA is a partner in the Pittsburgh office of McKinsey & Company. Since joining McKinsey in 1997, he has worked with companies across a wide range of industries, helping them to identify and capture improvements in pricing. He is widely published in the area of pricing strategy, with articles appearing in the Harvard Busin ess Review, Mergers and Acquisitions, and The McKinsey Quarterly.

Contents of The Price Advantage

Preface
Acknowledgments


PART ONE: PRICING FUNDAMENTALS

1. Introduction
2. The Three Levels of Price Management


PART TWO: EXPLORING THE LEVELS

3. Transaction
4. Product/Market Strategy
5. Industry Strategy


PART THREE: SPECIAL TOPICS

6. New Product Pricing
7. Solutions, Bundles, and Other Packaged Offerings


PART FOUR: UNIQUE EVENTS

8. Postmerger Pricing
9. Price Wars


PART FIVE: EXPANDING THE BOUNDARIES

10. Technology-Enabled Pricing
11. Legal Issues


PART SIX: BRINGING IT TOGETHER

12. Pricing Architecture
13. Driving Pricing Change
14. The Monarch Battery Case
15. Epilogue


Appendix 1: Sample Pocket Price and Pocket Margin Waterfalls
Appendix 2: Antitrust Issues
Appendix 3: List of Acronyms

About the Authors
Index