Value First, Then Price: Building Value-Based Pricing Strategies Hinterhuber Andreas

Value-based pricing - pricing a product or service according to its value to the customer rather than its cost - is the most effective and profitable pricing strategy. In doing so, it provides students and researchers with a method by which to draw invaluable data-driven conclusions, and gives sales and marketing managers the theories and best practices they need to quantify the value of their products and services to industrial and B2B purchasers. Value First, Then Price is an innovative collection that proposes a quantitative methodology to value pricing and road-tests this methodology through a wide variety of real-life industrial and B2B cases.This book offers a state-of-the art and best practice overview of how leading companies quantify and document value to customers.

The 2nd edition of this highly-regarded text has been updated in line with current research and