Chapter 10
Specialized Strategies
Adapting Pricing to Accommodate Common Challenges
There are infrequent, yet common, strategic pricing challenges that can damage profitability unless recognized and managed appropriately. Appropriate management generally requires changing goals and patterns of organizational behavior to reflect a change in circumstances. Someone with cross-functional authority—perhaps someone in top management, perhaps an empowered manager of strategic pricing—much recognize the challenge and create an organizational or a cross-functional process to address it. The purpose of this chapter is to identify some of those challenges, enabling you to anticipate and thus to manage them proactively. They ...
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