Pricing: Capturing Value

June 12, 2017




  • Business Administration is performance

  • Competing in the Age of Knowledge & Digital Business

  • What is value?

  • What is pricing?

  • The shelf as a first moment of truth

  • Pricing from a Consumer’s viewpoint

  • Pricing from a Buyer’s viewpoint

  • Increasing the “average selling price”: key account management and relationships

  • Valuation of a business: the ultimate captured value

  • Class workout: from frozen yogurth to frozen cakes

  • Class workout: selling a software

  • Ask yourself on Monday morning: what’s in it for my job?

  • Final discussion & questions


Click here to download the document in pdf



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