What Is Strategic Pricing?
SPG Insights
Summer 2005

Abstract:
Although companies invest considerable time and capital to improve pricing performance, transitioning from tactical to strategic pricing in markets characterized by global competition, sophisticated procurement groups, and shortened product lifecycles is difficult, to say the least. That difficulty is magnified because most companies have an incomplete understanding of the interlocking components of pricing strategy and how they must work in concert to achieve sustainable results. When managers in these companies formulate pricing strategies, too often the unfortunate outcome is a patchwork of ad hoc tactical decisions masquerading as strategy.

Read the Article