CPA Resources
CPA Resources
back    

Pricing on Purpose: Creating and Capturing Value


This book presents the theory of value- long established in economics - and details how any business can use various pricing strategies to create, communicate, and capture the value of their products and services.
Hardcover, 400 pages

In an effort to improve profits, most modern businesses have already implemented cost-cutting or reengineering initiatives and instituted measures to improve productivity. Yet few have analyzed the factor that can have a significantly larger impact on profitability- pricing. A unique reference that focuses solely on the art of pricing, Pricing on Purpose provides business executives with a comprehensive understanding of the meaning of value and a guide to strategically pricing their products or services in order to improve profitability.

The book represents the theory of value - long established in economics - and details how any business can use various pricing strategies to create, communicate, and capture the value of their products and services. It takes a new approach of focusing on the external value as perceived by the customer and advocates matching price to value. Written in everyday language so it's valuable to beginning executives as well as professional pricers and marketers, it covers:

  • What and how people buy
  • The fallacy of commodity thinking
  • The five Cs of value
  • The market share myth
  • The difference between cost-plus pricing and value pricing
  • A comparison of the Subjective Theory of Value and the Labor Theory of Value
  • Customer segmentation strategies

    Complete with examples from a multitude of industries and successful entrepreneurs and peppered with quotes from business experts as well as economists, the book is not a dry treatise on an ethereal economic theory. If the purpose of your business is to add value to customers in order to earn profits, this book can be incredibly valuable to your business!

    Designed For: Managers and executives of manufacturing and services businesses of all sizes.

    Product Code: PMPOP

    Vendor: John Wiley & Sons

    About the Author: RONALD J. BAKER, CPA, is the author of The Firm of the Future, Measure What Matters to Customers, and Pricing on Purpose, both from Wiley, and Professional's Guide to Value Pricing, Sixth Edition. He is founder of VeraSage Institute, a think tank dedicated to teaching value pricing to professionals around the world. Baker is a frequent speaker and consultant to professional service firms on implementing Total Quality Service and Value Pricing. He has been appointed to the AICPA's Group of One Hundred, a think tank of leaders addressing the future of the CPA profession, and was named to Accounting Today's 2001, 2002, 2003, 2004, and 2005 Top 100 Most Influential People in the profession.

    Format: Hardcover

    Price: $55.00 members, $65.00 non-members