The Price Advantage (Wiley Finance) | 
 enlarge | Authors: Michael V. Marn, Eric V. Roegner, Craig C. Zawada
Publisher: Wiley
Category: Book
List Price: $75.00
Buy New: $40.84
You Save: $34.16 (46%)
New (40) Used (14) from $38.93
Avg. Customer Rating:  10 reviews
Sales Rank: 63286
Media: Hardcover
Edition: 1
Number Of Items: 1
Pages: 304
Shipping Weight (lbs): 1.1
Dimensions (in): 9 x 6.1 x 1.4
ISBN: 0471466697
Dewey Decimal Number: 658.816
EAN: 9780471466697
ASIN: 0471466697
Publication Date: February 4, 2004
Availability: Usually ships in 1-2 business days
Shipping: International shipping available
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Product Description
The Price Advantage, written by three preeminent experts at McKinsey & Company, is the most pragmatic and insightful book on pricing available. Based on in-depth, firsthand experience with hundreds of companies, as well as significant investments in basic pricing research, this book is designed to be a comprehensive guide for managers through the maze of pricing issues. The authors examine state-of-the-art approaches for analyzing and improving pricing performance, demonstrate those approaches with real case studies, and draw a pricing excellence blueprint for companies to follow. In good economic times or bad, achieving the price advantage is critical to corporate performance and profitability.
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| Customer Reviews: Read 5 more reviews...
 The Price Advantage March 22, 2008
This book is very easy and understandable written. It covers pricing strategy in a practical way. I can recommend this book to everybody interested in pricing
 PRICING AT 'THE RIGHT END OF THE TELESCOPE' August 11, 2007
Peter Drucker predicted decades ago that, sooner or later,
'Forex' would govern competitive strategy far more than marketing manoeuvres or purchasing systems- including plain vanilla or more exotic pricing programmes... however detailed in advice like The Price Advantage and its add-on The Price Advantage Workbook: Step-by-Step Exercises and Tests to Help You Master The Price Advantage (Wiley Finance), which is nevertheless a solid pricing book at the micro level.
One Big Idea Consulting Limited NZ teaches clients to anchor their pricing strategy at the 'forex' end of the telescope; not at the sales/marketing end of the 'scope'.
This approach should not be relegated to a footnote or an after-thought or to a side-bar in any pricing book, review or a comment.
Competitive Strategy: Techniques for Analyzing Industries and Competitors and also The EVA Challenge: Implementing Value Added Change in an Organization yield as much or more macro advice on pricing strategies than this book does.
Both Porter and Stern have the telescope the right way round!
It is best to read them both before digging into pricing as a practical technique in and of itself.
You Must read It June 19, 2005
7 out of 9 found this review helpful
This book is an compilation of many paper published by Mckinsey.
If you have read "The Power of Pricing" or "The Hidden Value of Postmerger Pricing" or "Pricing in a Downturn", all published by the Mckinsey quarterly, you must read this book if you want to go in deep.
I recently start working in pricing, and in my company we start seeking for a software provider to help us is pricng process. well, I meet with the best software providers, and all of them talk about "The Power of Pricing", and I note that these systems are Copy&Paste of the paper. now I note that is a Copy&Paste of the book.
if you are not sure to buy the book, first look for the papers. if you want to have pricing conversation, join to our free pricing forum http://pricing.gforo.com
bye.
#1 Pricing Book on the Market! June 7, 2005
1 out of 2 found this review helpful
The Price Advantage offers the most comprehensive roadmap to greater profits via pricing available on the market today.
From a practioneer's perspective, Marn, Roegner and Zawada have hit a huge homerun by pulling together world class practices and proven methodologies that successfully drive price realization improvement.
The Price Advantage offers valuable insights on how to create a sustainable competitive pricing advantage leveraging science/analysis, strategy and effective organizational & industry change management approaches. I highly recommend this book to anyone responsible for pricing and is seeking insights on how to take their pricing management efforts to the next level.
Pricing Rock Stars!!! March 31, 2005
1 out of 3 found this review helpful
If you are tasked with pricing and revenue optimization this book is a must read. As a pricing practitioner I have read just about all of the available material on the subject of pricing. This book clearly is the new standard.
Congratulations to Marn, Roegner and Zawada for resetting the bar in this field.
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