Extending the Power of the Price Waterfall to Customer Value

Topics:
Competitive Pricing,
Pricing and Margins,
Pricing Strategy
Tags:
Mimiran,
Waterfall
Source:
Mimiran

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Overview: Price waterfalls, by definition, deal with price. While price and value should be intimately related, people know this is not always true. By explicitly bringing value into the price waterfall, one can not only set prices and discounts more effectively, he or she can improve price communication and perception. This is done with a construct called the Value-Price Waterfall.

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Format: PDF | Size: 63KB | Date: May 2007 | Pages: 7

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