The Strategy and Tactics of Pricing, 5th Edition

Index

A

Activity-based costing, 196–197

Analytics, for pricing, 168–178

B

Benefits sought by customers

monetary, 74–81

psychological, 74–81, 92

Break-even analysis for pricing, 207–243

baseline for, 223–224

case studies, 209–212, 225–232

derivation of formula, 233–234

developing charts and tables for, 235–243

fixed and sunk costs with, 224–225

for reaction to competition 216–217

incorporating variable costs, 212–213

sales curves, 220–223

with incremental fixed costs, 130–131, 213–216

Bundling, 50–55

competition and, 55

gains and losses, 93

See also Unbundling

Buying process, 11, 82–87

participants in, 86–87

Buy-response survey. See Price elasticity

C

Capitation price, 55

Change process, managing, 178–180

Competition, ...