Viewpoints on Innovation

Price vs. Value Management: Not Understanding the Difference Will Cost You

Analytics and Decision Support

There are many abused and overused words and phrases in business language.  The pricing strategy space isn’t immune to this.  Many executives, marketers, and pricing experts use the terms price and value management interchangeably, and then wonder why their products aren’t selling like the pricing models say they should.  What do these words really mean and why does it matter to your business?

Originally published on March 30th, 2010

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Topics: Perspective, Pricing, Value, Value Capture, Value Management

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