O'Reilly logo

Contextual Pricing by Cecilia Nguyen, John G. Hanson, Michael Barzelay, Robert Docters

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 2

Why Value Matters Less with Competition

The single most important decision [you have] is pricing power. If you’ve got the power to raise prices without losing business to a competitor, you’ve got a very good business.

WARREN BUFFETT, CEO OF BERKSHIRE HATHAWAY, INC., 2010

If you could read the thoughts of your competitors, you would frequently find the same concerns present in your management team. Just like you, your competitor is also tasked with revenue, share, and profitability goals—perhaps not the same figures, but often tending in the same direction. The interaction between your company and a competitor’s is shaped by how you and your competitor differ, and how you are alike.

Typically there are more similarities than there are ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required