Há dias encontrei esta citação no livro "Unreasonable hospitality: the remarkable power of giving people more than they expect" de...

" In our experience, value-based selling initiatives often start with the wrong premise. Senior executives assume that their company’s ...

" Your company needs you to sell more at higher prices . Your family needs you to work less while bringing home bigger paychecks. Your ...

"Pricing experts like me evangelize the importance of value-based pricing. It's the most profitable pricing strategy out there. Yet...

Um artigo, " Three Ways to Sell Value in B2B Markets " publicado no número de Outono da revista MIT Sloan Management Review: ...

" Are you a Marxist? You are likely to answer “no.” So my next question is: “OK, if you are not a Marxist, why is your pricing Marxian?...

 "“ No company has ever failed from making a profit . Most companies are revenue driven, market share driven, sales driven and only abo...

Parte I . As vendas deviam ser transformadas, por quem vende, num investimento para quem compra. No b2b se o cliente pagar x quanto vai g...

Uma das minhas paixões é o value-based selling. Gostei particularmente deste artigo "Where is value in b2b value proposition? The conce...

Ao longo dos anos tenho aqui deixado exemplos acerca das limitações da automatização da produção em massa, quando o mundo económico caminha ...

Um conjunto de bons conselhos sobre value-based pricing em, " The 4 Basic Value Selling Skills And How To Teach Them ": " C...

Disseram-me há dias qualquer coisa como: - Marcas grandes nascem em países/mercados grandes Não me recordo se me disseram marcas grandes ...

"The third dimension of value-based selling is the communication of the value proposition to the customer . According to the interview...

" In value-based selling, the focus is on active identification of customer problems and the creation of mutually valuable solutions t...

"The face-to-face interviews with sales managers indicated that value-based selling is a viable and utilized sales approach in the com...

"While the difficult-to-imitate and non-mobile resources protect firms against excessive value appropriation by competitors, pricing h...

Parte I ,   parte II ,  parte III  e Parte IV . "Proposition 5: Managerial overemphasis on customer price fairness perception is nega...

Parte I ,   parte II  e parte III . " Proposition 4: Managerial ambiguity aversion is negatively (positively) related to the extent t...

Parte I  e parte II .   "Proposition 3: Managerial perception of pricing as a fixed-pie problem is negatively related to the extent t...

Parte I . O segundo viés cognitivo é o do efeito de rebanho. "Proposition 2: The extent of managerial price herding is negatively r...