5 Posts found for Author: Eric V. Roegner

Different local market environments create quite different opportunities for pricing. You must understand these environments to set prices optimally.

Content: Article | Authors: Cristopher C. Eugster, Eric V. Roegner, Jatin N. Kakkar | Source: “McKinsey Quarterly” | Subjects: Marketing / Sales, Pricing

Transaction pricing is the key to surviving the current downturn-and to flourishing when conditions improve.

Content: Article | Authors: Craig C. Zawada, Eric V. Roegner, Michael V. Marn | Source: “McKinsey Quarterly” | Subjects: Marketing / Sales, Pricing

Pricing, the intersection at which untold numbers of buyers and sellers meet every day, lies at the core of any business. Yet it remains misunderstood and poorly managed, according to The Price Advantage, a new book by three consultants at McKinsey & Co. Even executives at successful companies may not fully appreciate how small changes in price can lead to large changes in profitability. Wharton … [ Read more ]

Content: Article | Authors: Craig C. Zawada, Eric V. Roegner, Michael V. Marn | Source: “Knowledge@Wharton” | Subjects: Marketing / Sales, Pricing

Companies habitually charge less than they could for new offerings. It’s a terrible habit.

Content: Article | Authors: Craig C. Zawada, Eric V. Roegner, Michael V. Marn | Source: “McKinsey Quarterly” | Subjects: Pricing, Strategy

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 … [ Read more ]

Content: Book | Authors: Craig C. Zawada, Eric V. Roegner, Michael V. Marn | Subject: Marketing / Sales