Value Based Pricing Saves the Day!
- Topics:
- Pricing Strategy
- Source:
- Refresher Publications
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Overview: Price problems are rarely pricing problems! Although many companies face demands for lower price, this does not always mean prices are too high. Demands for lower price may be caused by inadequate competitive differentiation, bad negotiating policy, failure to communicate value, and even by neglecting to ask for higher prices. Companies who grant price reductions in the face of aggressive customer buying behavior train their customers to seek even more price concessions. Article discusses that to deal with aggressive customer buying behavior, managers must learn to clearly target customers where differentiation can be achieved at competitive advantage, focus the entire organization on the creation and delivery of value to target customers and negotiate offering elements not price.
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Format: HTML | Date: Jan 2003 | Pages: 1
