Jean-Manuel Izaret, Arnab Sinha
Cost, competition, and customer value … are the three fundamental information sources for the development of any business strategy. The traditional pricing perspective, however, treats these information sources as inputs into price calculations… From this tactical perspective, customer value sets a price ceiling or a maximum price, while costs define the floor or the minimum price. To calibrate the range in between, leaders take competitor … [ Read more ]
Content: Quotation | Authors: Arnab Sinha, Jean-Manuel Izaret | Source: Boston Consulting Group (BCG) | Subjects: Marketing / Sales, Pricing, Strategy
How Companies Can Make Dynamic Pricing Fairer for Customers
Three actions are key as companies consider dynamic pricing models.
Content: Article | Author: Arnab Sinha | Source: Boston Consulting Group (BCG) | Subjects: Marketing / Sales, Pricing
The Unified Theory of Pricing
BCG has developed a unified pricing theory, manifested in a tool they call the Strategic Pricing Hexagon, by bringing all the disparate pricing ideas, and the drivers and forces behind them, into one master structure. This article shows how the Strategic Pricing Hexagon allows leaders to look beyond the numbers and develop a pricing strategy that can change the entire trajectory of their business and … [ Read more ]
Content: Article | Authors: Arnab Sinha, Jean-Manuel Izaret | Source: Boston Consulting Group (BCG) | Subjects: Marketing / Sales, Pricing