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 13
First Steps and Missteps
Time is a great teacher, but unfortunately it kills all its pupils.
—LOUIS-HECTOR BERLIOZ
If you have made it to this point in the book, let’s assume that you have conceptually bought into the idea that contextual pricing is worth a try. The question now becomes: how to implement these ideas?
There are two parts to conducting a trial of the framework prescribed in this book: (1) Deciding where, when and how, and (2) Strategizing how to overcome opposition. Let’s deal with the second point first, since it is more interesting.
Overcoming Opposition
There is always opposition to pricing changes. Pricing is inherently political—someone will feel threatened if there is a change. Why? Because, for instance, change ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.