ISSN:
1087-8572
Source:
Emerald Fulltext Archive Database 1994-2005
Topics:
Economics
Notes:
Purpose - This article advocates putting pricing strategy on the CEO's agenda and considers the new concept of pricing execution - the development of pricing strategy and the implementation of the strategy through a combination of leadership, management practice, and software - from the point of view of the senior management team. Design/methodology/approach - New software tools give companies a new way of setting, optimizing, and enforcing pricing changes within the organization. Findings - There has been an explosion of applications in the pricing management space. Pricing execution offers both growing and mature companies a lower-risk approach to revenue, margin, profit, and shareholder-value growth than innovation and acquisitions. Research limitations/implications - A proprietary 2005 Deloitte study of the available applications concludes that no one vendor offers a complete integrated solution. Practical implications - Using software to improve pricing measurement, combined with better pricing execution, can help many organizations generate revenue rapidly. Originality/value - CEOs and other leaders can use the article to educate the senior management team on the opportunity that pricing management represents.
Type of Medium:
Electronic Resource
URL:
http://dx.doi.org/10.1108/10878570510631639
