Abstract
If a CEO asked me point-blank for advice on how to use price in the best way possible in their company, what would I say? That is not a rhetorical question. I do hear that question often, and I realize that a CEO is not looking for an answer that begins with “It depends on your situation …” or “It’s really complicated.” They know that already. They want more.
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Notes
- 1.
Be all-in, or all-out: Steve Ballmer’s advice for startups. The Next Web, March 4, 2014.
- 2.
Statement by Warren Buffett before the Financial Crisis Inquiry Commission (FCIC) on May 26, 2010.
- 3.
Market Data Center. The Wall Street Journal, May 16, 2014.
- 4.
Frankfurter Allgemeine Zeitung, March 18, 2009, p. 15.
- 5.
Seidel H (2011) Praktiker : Es geht um 100 Prozent. Welt am Sonntag, July 31, 2011, p. 37.
- 6.
Freytag B (2011) Magische Orte. Frankfurter Allgemeine Zeitung, December 29, 2011, p. 11.
- 7.
Woolworth will zurück zu seinen Wurzeln. Frankfurter Allgemeine Zeitung, July 2, 2012, p. 12.
- 8.
Alpert LI (2014) Uralkali Signs Potash Deal With China. The Wall Street Journal, January 20, 2014.
- 9.
Uralkali bringt Aktienkurse in Turbulenzen. Frankfurter Allgemeine Zeitung, July 31, 2013.
- 10.
Alpert LI (2014) Uralkali signs potash deal with China. The Wall Street Journal, January 20, 2014.
- 11.
For a detailed description of this case, please see Stahl G (2011) Netflix Shares Sink 35 % after Missteps. The Wall Street Journal, October 26, 2011, p. 15 as well as the Harvard Business School case study on Netflix. In 2014 Netflix’s market cap was $5.5 billion.
- 12.
Mattioli D (2013) For Penney’s Heralded Boss, the Shine is off the Apple. The Wall Street Journal, February 25, 2013, p. A1.
- 13.
Talley K (2011) Pricing Weighs on Abercrombie Margins. The Wall Street Journal, November 17, 2011.
- 14.
Credit Suisse, Global Equity Strategy, October 18, 2010.
- 15.
Mass NJ (2005) The relative value of growth. Harvard Business Review, April 2005, pp. 102–112.
- 16.
Viele Preiskriege basieren auf Missverständnissen. Interview with Georg Tacke, Sales Business, January–February 2013, pp. 13–14.
- 17.
See Simon H (2009) Hidden champions of the 21st century. Springer, New York.
- 18.
Simon H (2012) Hidden champions – Aufbruch nach Globalia. Campus, Frankfurt.
- 19.
Simon-Kucher & Partners , Global Pricing Study, Bonn 2011 and 2012.
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Simon, H. (2015). What the CEO Needs to Do. In: Confessions of the Pricing Man. Copernicus, Cham. https://doi.org/10.1007/978-3-319-20400-0_10
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DOI: https://doi.org/10.1007/978-3-319-20400-0_10
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