Make pricing power a strategic priority for your business

Liozu, Stephan M.,(2019), Make pricing power a strategic priority for your business. , Business Horizons, UNSPECIFIED

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In the face of rising business complexity and competitive pressure, many firms succumb to price pressures and enter pricing wars. Others focus on creating, quantifying, and capturing pricing power from their market. Since 2011, with help from Warren Buffet and Jim Cramer, Wall Street financial analysts have begun paying close attention to firms with great pricing power. But what is pricing power? How do firms know whether they have it? And how does it affect profit? This research, based on a survey of 128 organizations, identifies and validates the drivers of pricing power and its impact on firm performance. In this article, I create and validate a pricing power assessment instrument that firms can use to get started. This article offers practical recommendations for go-to-market functions on how to start the pricing power discussion, how to measure it, and how to operationalize it. # 2018 Kelley School of Business, Indiana University. Published by Elsevier Inc. All rights reserved.
Keywords : Pricing strategy, Pricing power, Market differentiation, Innovation strategy, UNSPECIFIED
Journal or Publication Title: Business Horizons
Volume: 62
Number: 1
Item Type: Article
Subjects: Manajemen
Depositing User: Endhar Priyo Utomo
Date Deposited: 20 Dec 2019 00:18
Last Modified: 20 Dec 2019 00:18

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