Anderson, James C. and James A. Narus. Business Market Management: Understanding, Creating, and Delivering Value, 2nd ed.. Upper Saddle River, NJ: Prentice Hall, Inc., 2003.
| In our view, the best overall text on value-based marketing strategies in business markets. Very expensive, but worth every penny. |
Dolan, Robert J. and Hermann Simon. Power Pricing: How Managing Price Transforms the Bottom Line. New York: Free Press, 1997.
| A good supplement to, but no substitute for, the other books on this list. |
Hanan, Mack. Consultative Selling: The Formula for High Margin Sales at High Levels. 6th ed. New York: AMACOM, 1999.
Mack Hanan and Peter Karp. Competing on Value. New York: AMACOM, 1991.
| Both excellent books by the man considered by many to be a parent to both consultative selling and value-based pricing. |
Nagle, Thomas T. and Reed K. Holden. The Strategy and Tactics of Pricing. 3rd ed. Upper Saddle River, NJ: Prentice Hall, Inc., 2002.
| An excellent and influential guide to pricing strategy. See especially pages 76-81 for good examples of value analysis. |
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