Strategic and innovative pricing : price models for a digital economy

Abstract

"This book provides a guide on how to execute strategic pricing to excel in an increasingly dynamic and digitised business environment, while developing and deepening relations with contract partners. The secret lies in crafting innovative price models that reward joint value creation in accordance with the business model, rather than engaging in confrontative zero-sum pricing reasoning. The book provides hands-on tools that are applied on three interconnected levels of analysis. First, the book shows how to explore the business ecology to understand its dynamics and how digitisation enables it to prosper. Second, the book demonstrates how to construct a viable business model that enables an organisation to navigate in its vibrant ecology. And finally, and most importantly, it shows how to use innovative price models to realise and monetise the business model and its value offering, making the organisation and its partnerships sustainable. Models pertaining to the three levels of analysis are applied in rich case studies and examples from different countries. Special attention is paid to digitisation as an underlying theme. The book is grounded in several years of successful research and consultancy with private and public organisations that have benefited from understanding how to strategise through pricing in a digitised business economy" Provided by publisher.