FRONT COVER -- VISIONARY PRICING: REFLECTIONS AND ADVANCES IN HONOR OF DAN NIMER -- COPYRIGHT PAGE -- CONTENTS -- LIST OF CONTRIBUTORS -- ABOUT THE EDITOR -- FOREWORD TO VISIONARY PRICING -- INTRODUCTION TO VISIONARY PRICING -- SECTION 1: DAN NIMER -- ON DAN NIMER -- NOTE -- ONE ON ONE, PRICING WITH DAN NIMER -- THE FOUNDING PRINCIPLES AND STRATEGIES OF PRICING -- PRICING OBJECTIVES AND PRICING STRATEGY -- VALUE-BASED PRICING -- INCREMENTAL COSTING AND FINANCIAL ANALYSIS FOR PRICING -- PRICE SENSITIVITY -- CONCLUSION -- REFERENCES -- SECTION 2: PRICING, STRATEGY, AND COMPETITIVE ADVANTAGE -- INTEGRATING MARKETING AND OPERATIONAL CHOICES FOR PROFIT GROWTH -- THE STRATEGIC COST OF SILOED MARKETING AND OPERATIONS -- THE PRICING FUNCTION AS THE INFORMATION INTEGRATOR -- BUILDING COMPETITIVE ADVANTAGE OVER TIME: THE QUAD GRAPHICS CASE -- INTEGRATED PROFIT MANAGEMENT -- THE BOTTOM LINE -- REFERENCES -- HOW PRICE CONSULTING IS COMING OF AGE -- DAN NIMER: A FIRST VIRTUAL ENCOUNTER -- PRICE CONSULTING THREE DECADES LATER -- ECONOMETRICS FOR PRICING -- EXPERT JUDGMENT -- CONJOINT MEASUREMENT -- DECISION SUPPORT SYSTEMS -- MULTIDIMENSIONAL PRICE STRUCTURES -- INTERNATIONAL PRICING -- PRICING PROCESSES -- PRICING AND THE INTERNET -- PRICING FOR BIG PROJECTS -- INCREASING INDUSTRY SPECIALIZATION -- QUALIFICATIONS OF PRICE CONSULTANTS -- SUMMARY AND CONCLUSION -- NOTE -- REFERENCES -- INCORPORATING COMPETITIVE STRATEGY IN PRICING STRATEGY -- INTRODUCTION -- COMPETITIVE STRATEGY: AN INTEGRATED FRAMEWORK -- LINKING COMPETITIVE STRATEGY TO VALUE-BASED PRICING STRATEGY -- COMMUNICATING STRATEGIC INTENT -- CONCLUSION -- A TRIBUTE TO DAN NIMER -- REFERENCES -- EMERGENT PRICING STRATEGY -- CASE STUDY EXAMPLE -- EMERGENT PRICING STRATEGY -- THE REVERSE RATIONALE OF EMERGENT PRICING STRATEGY -- VALUE-BASED PRICING AND EMERGENT PRICING STRATEGY.

EMERGENT PRICING IN A DYNAMIC PRICING WORLD -- CONCLUSION -- TRIBUTE TO DAN NIMER -- REFERENCES -- SECTION 3: THE DEFINING ROLE OF VALUE IN PRICING -- PRICE AND CUSTOMERS' PERCEPTIONS OF VALUE -- PRICE AND PERCEIVED VALUE -- INTEGRATING PRICE, QUALITY, AND SACRIFICE INFORMATION -- CONTRASTING THE PRICE-QUALITY AND PRICE-SACRIFICE JUDGMENTS -- SUMMARIZING PERCEIVED QUALITY AND MONETARY SACRIFICE -- DECOMPOSING PERCEIVED PRODUCT VALUE -- SUMMARY OF THE PRICE-PERCEIVED VALUE RELATIONSHIP -- A PERSONAL NOTE -- REFERENCES -- USING CASE ROI™ TO DETERMINE CUSTOMER AND SEGMENT VALUE IN THE BUSINESS-TO-BUSINESS ENVIRONMENT -- THE IMPORTANCE OF VALUE -- MEASURES OF VALUE -- THE CASE STUDY - AN ILLUSTRATION -- HOW CASE ROI HELPS SALESPEOPLE IN NEGOTIATIONS -- CONCLUSIONS -- ON DAN NIMER -- REFERENCES -- LEGAL TOOLS THAT SUPPORT VALUE PRICING -- VALUE PRICING -- PRICE DISCRIMINATION -- PRESERVING VALUE -- CONCLUSION -- A FEW WORDS ABOUT DAN NIMER -- NOTES -- REFERENCES -- UNDERSTANDING VALUE - BEYOND MERE METRICS -- THE ROOT OF THE PROBLEM -- TRIBUTE TO DAN NIMER -- REFERENCES -- CREATING VALUE WITH SALES PROMOTION STRATEGIES THAT AVOID PRICE DISCOUNTING -- THE NECESSITY OF THE SPOCMV -- THE CASE OF EBARA FOODS INDUSTRY, INC.'S "OHGON NO AJI" BARBEQUE SAUCE BRAND: GOLD TASTE -- CONCLUSION -- ACKNOWLEDGEMENTS -- NOTES -- REFERENCES -- SECTION 4: PRICING CAPABILITY AND PRICING INNOVATION -- PRICING: FROM GOOD TO WORLD CLASS -- GROWING PRICING COMPLEXITY -- MOVING PRICING FROM GOOD TO WORLD CLASS -- CONCLUSION -- TRIBUTE TO DAN NIMER -- PRICING SOFTWARE: TEN PREDICTIONS FOR THE FUTURE -- INTRODUCTION -- A LOOK FORWARD -- SUMMARY -- TRIBUTE TO DAN NIMER -- REFERENCES -- CAPTURING THE VALUE OF PRICING ANALYTICS -- BUILDING VALUE -- KEY INSIGHTS INTO VALUE PRICING -- ONSET OF DATA AVAILABILITY -- FACT FINDING AND VALUE REALIZATION.

FOCUSING ON DAY-TO-DAY PRICING OPERATIONS -- ORGANIZATION AND PRICING GOVERNANCE: WHO OWNS PRICING? -- DRIVING FORWARD -- TRIBUTE TO DAN NIMER -- REFERENCES -- PREPARE YOUR PRICING OPERATIONS FOR CHANGE -- INTRODUCTION -- COMMON PRICING PROBLEMS -- PRICING OPERATIONS VERSUS PRICING STRATEGY -- HOW TO IMPROVE PRICING OPERATIONS -- PREPARING FOR CHANGE -- ASSESSING PRICING OPERATIONS -- ANALYZING PRICING OPERATIONS -- TRAINING -- CONCLUSION -- HONORING DAN -- REFERENCES -- ABOUT THE AUTHORS.