Pricing as a Strategic Capability - Harvard Business Review ...

The ability to set the right price at the right time, any time--the very definition of a pricing capability--is also becoming increasingly important. Home Articles Sales&Marketing PricingasaStrategicCapability by ShantanuDutta,  MarkBergen,  DanielLevy,  MarkRitson,  MarkZbaracki,  (Noreviewsyet) WriteaReview WriteaReview × PricingasaStrategicCapability^SMR080 Rating * SelectRating 1star(worst) 2stars 3stars(average) 4stars 5stars(best) Name Email * ReviewSubject * Comments * $8.95 Quantitypriceapplied (Noreviewsyet) WriteaReview WriteaReview × PricingasaStrategicCapability^SMR080 Rating * SelectRating 1star(worst) 2stars 3stars(average) 4stars 5stars(best) Name Email * ReviewSubject * Comments * Format: * PDF AudioMP3 AudioM4A AudioCDROM AudioCassette Bundle DVD EventLiveConference EventVirtualConference WordDocument ElectronicBook EnhancedElectronicBook ePub Financial Ebook Hardcover/Hardcopy Hardcover/Hardcopy(Color) Hardcover/Hardcopy(B&W) WebBasedHTML Kit License Magazine Mobi MultimediaCDROM MultimediaWindowsMedia PaperbackBook Powerpoint Paperback/Softbound Paperback/Softbound(Color) Paperback/Softbound(B&W) RegistrationFee ShortRun Subscription Service VideoCDROM VideoDVD VideoFlash VideoVHS(NTSC) VideoVHS(PAL) VideoRealPlayer MicrosoftExcelSpreadsheet XML ZipFile Language: * English Spanish Chinese Danish French German Japanese Portuguese Polish Russian Slovak TraditionalChinese AddCopyrightPermission. CopyrightPermissionQty: CurrentStock: Quantity: Buyingforyourteam? Seequantitypricing Item: #SMR080 Weight: 1.00LBS BulkPricing: Buyinbulkandsave Bulkdiscountrates × Belowaretheavailablebulkdiscountratesforeachindividualitemwhenyoupurchaseacertainamount Buy5-10 andpayonly$8.75each Buy11-49 andpayonly$8.50each Buy50-499 andpayonly$8.25each Buy500orabove andpayonly$8.00each Author: ShantanuDutta Author: MarkBergen Author: DanielLevy Author: MarkRitson Author: MarkZbaracki BestSeller: FALSE Classic: FALSE CopyrightPermFlag: FALSE EducatorMessageFlag: TRUE Exclusive: FALSE FormatTypeFilter: PDF FormatTypeFilter: Hardcover/Hardcopy(B&W) Pages: 8 PrimaryCategory: PartnerArticle PublishDate: April01,2002 PublishDateRange: Olderthan24months Source: MITSloanManagementReview SpecialValue: FALSE Subcategory: Sales&Marketing Subject: Sales&Marketing RelatedTopics: Pricingstrategy RelatedTopics: Investmentmanagement SubjectList: Pricingstrategy,Investmentmanagement Item: #SMR080 Pages: 8 PublicationDate: April01,2002 ProductDescription PublicationDate: April01,2002 ThisisanMITSloanManagementReviewarticle.Fortoolong,peoplehavemadeunwarrantedbutdetrimentalassumptionsaboutpricing.Changingprices,forexample,hasbeenlookedonasaneasy,quick,andreversibleprocess,andnewtechnologieshaveonlyreinforcedthatwayofthinking.Similarly,extractingvaluefromaproductbypricingitcorrectlyhasbeenseenasrelativelyuncomplicated;thehardpartiscreatingthevaluableproductinthefirstplace.Butthesedismissiveattitudestowardpricingmissthemark.Pricingiscomplex,andit'sonlygrowingmoresoasnewtoolsandtechniquesbecomeavailable.Theabilitytosettherightpriceattherighttime,anytime--theverydefinitionofapricingcapability--isalsobecomingincreasinglyimportant.Infact,inthecourseofworkingwithdozensofcompaniesinthepastcoupleofyears,theauthorshavespokenwithseveralexecutiveswhobelievethatdevelopingapricingcapabilityisessentialtotheirbusiness'survival.Andtheyarebackinguptheirviewsbyinvestinginthreeareas:humancapital,systemscapital,andsocialcapital.Theauthorsexplainthenatureoftheseinvestmentsandhowtheycometogethertoformapricingcapabilitythatcompetitorswillhaveahardtimeimitating.Buildingsuchacapabilityrequiresaneffortthatsomecompaniesmaynotbeinapositiontoundertake.Thosethatdotakeacomprehensiveapproach,however,canmakesuperiorpricingdecisionsthatfitwiththeirpositioning,customers,suppliers,andevolvingmarketconditionsforyearstocome. Product#: SMR080 Pages: 8 RelatedTopics: Pricingstrategy, Investmentmanagement, × NewsletterPromo Summariesandexcerptsofthelatestbooks,specialoffers,andmorefromHarvardBusinessReviewPress. Signup ThisProductAlsoAppearsIn BuyTogether RelatedProducts |HBRDigitalArticle FourStepstoBuildingaStrategicCommunicationsCapability By GeorgiaEverse,  $8.95 ViewDetails |Case IntelCorp.:LeveragingCapabilitiesforStrategicRenewal By ChristopherA.Bartlett,  AshishNanda,  $8.95 ViewDetails |PartnerArticle MakePricingPoweraStrategicPriorityForYourBusiness By StephanLiozu,  $8.95 ViewDetails CustomerAlsoBought |PressToolkit HBRTools:PricingforProfit By ThomasSteenburgh,  JillAvery,  $39.95 ViewDetails |PartnerArticle MakePricingPoweraStrategicPriorityForYourBusiness By StephanLiozu,  $8.95 ViewDetails |PartnerArticle Thesixpricingmythsthatkillprofits By AndreasHinterhuber,  $8.95 ViewDetails CopyrightPermissions Ifyou'dliketosharethisPDF,youcanpurchasecopyrightpermissionsbyincreasingthequantity. Orderforyourteamandsave! Loadingshoppingcart,pleasewait...