November 2011
Intermediate to advanced
256 pages
6h 35m
English
book
Contextual Pricing: The Death of List Price and the New Market Reality
by Robert Docters, Michael Barzelay, John G. Hanson, Cecilia Nguyen
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Chapter 12
Brand, Messaging, and Competition
Every book is a children’s book if the child can read.
—MITCH HEDBERG
Contextual pricing relies heavily on what customers know, or worry they do not know, about a product. This makes pricing exercises a lot like branding exercises, since branding managers spend a lot of time evaluating what customers, and potential customers, know and don’t know. Branding managers have the fun job, however, working at multiple levels to increase the propensity to buy. While complex, it tends to focus on the positive: matching customer affinities to company strengths. Customers like being made aware of products and solutions to their needs, and everyone in a company is delighted to see their company’s strengths communicated ...
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