The pricing journey : the organizational transformation toward pricing excellence / / Stephan M. Liozu

• Record Nr.: UNINA9910460617303321
• Autore: Liozu Stephan
• Pubbl/distr/stampa: Stanford, California : , : Stanford Business Books, , 2015; ©2015
• ISBN: 0-8047-9441-3
• Descrizione fisica: 1 online resource (236 p.)
• Disciplina: 658.8/16
• Soggetti: Pricing; Organizational change; Electronic books.
• Lingua di pubblicazione: Inglese
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Note generali: Description based upon print version of record.
• Nota di bibliografia: Includes bibliographical references and index.
• Nota di contenuto: Front matter -- Contents -- Foreword -- Acknowledgments -- Introduction -- 1. What Is Pricing Excellence? -- 2. The Transformational Journey -- 3. Champions: Leading the Organizational Mobilization -- 4. Center-Led Price Management: A Hybrid Organizational Architecture for Pricing -- 5. Capabilities: Social and Technical Assets and Activities -- 6. Change Capacity: A Progressive Internalization -- 7. Confidence: The Fuel of the Organizational Transformation -- 8. Possible Roadblocks Along the Journey -- 9. Pricing Myths at the Organizational Level -- 10. Pricing Skills to Face Complexity and Dynamic Environments -- 11. Closing Thoughts -- References -- Index
• Sommario/riassunto: Innovations in pricing can be transformative, but to reach their potential companies must devote equal attention to technical and organizational capabilities. Most firms, however, only pay attention to the technical dimensions of pricing, which severely limits the success of their initiatives. To remedy this, The Pricing Journey provides an integrated guide to the organizational, social, and behavioral aspects of pricing-drawing on principles of socio-technical change. Based on extensive qualitative and quantitative research in an array of firms around the world, Stephan M. Liozu provides a pr