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Costly Value & Forgone Margin: Answering the Strategic Pricing Challenge in the C-Suite
Here's the slide deck from my keynote speech at the Confederation of Indian Industry's Market Leadership Summit.
Utpal Dholakia
Sep 22, 2021
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Costly Value & Forgone Margin: Answering the Strategic Pricing Challenge in the C-Suite
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Disclosure-Based Price Transparency
Disclosing costs and margins seems admirably principled if risky, but is it more than virtue signaling or misguided activism that simply fizzles out?
Utpal Dholakia
Sep 8, 2021
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Disclosure-Based Price Transparency
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Availability-Based Price Transparency
Transparency refers to the availability of prices or the disclosure of costs or margins. Understanding these differences is essential to develop an…
Utpal Dholakia
Aug 25, 2021
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Availability-Based Price Transparency
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Pricing Concept: The Value-Based Pricing Method in Six Steps
This post provides a detailed & practical explanation of how to apply the value-based pricing method in a B2B setting.
Utpal Dholakia
Aug 18, 2021
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Pricing Concept: The Value-Based Pricing Method in Six Steps
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Pricing Tool: The Value Pricing Framework
The Value Pricing Framework provides managers & entrepreneurs with a comprehensive and versatile approach to approach pricing strategy.
Utpal Dholakia
Aug 11, 2021
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Pricing Tool: The Value Pricing Framework
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Why the Company’s Core Values Matter & Should Influence Its Pricing Strategy
Nothing is more authentic than a pricing strategy that is harmonious with the company's core values. This requires effort, gumption, & many hard…
Utpal Dholakia
Aug 4, 2021
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Why the Company’s Core Values Matter & Should Influence Its Pricing Strategy
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A Balanced Assessment of Cost-based Pricing
Cost-based pricing has substantial pros and cons. To use it effectively, entrepreneurs & managers need a complete, balanced understanding of this…
Utpal Dholakia
Jul 28, 2021
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A Balanced Assessment of Cost-based Pricing
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The Role of Price in the Customer’s Decision Journey
Managers need to understand the unique, specific & predictable ways in which customers use prices in their journeys. The effectiveness of pricing…
Utpal Dholakia
Jul 21, 2021
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The Role of Price in the Customer’s Decision Journey
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Pricing Concept: The SALVE Framework of Price Image
Customer perceptions of the brand's pricing strategy have a significant impact on its value. The SALVE framework is a practical and actionable way to…
Utpal Dholakia
Jul 14, 2021
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Pricing Concept: The SALVE Framework of Price Image
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Why Seriously Low Prices Can Backfire Seriously
Two case studies show how a too-low price produces an aura of mediocrity, sowing doubt & suspicion in the minds of potential clients & adopters.
Utpal Dholakia
Jul 7, 2021
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Why Seriously Low Prices Can Backfire Seriously
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Pricing Concept: The Eight Psychological Affordances of Price
The price has the ability to produce a range of specific effects on the customer. They are predictable, influential, and actionable.
Utpal Dholakia
Jun 30, 2021
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Pricing Concept: The Eight Psychological Affordances of Price
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Pricing Case Study: The Power of Seller-Supplied Thresholds
Price thresholds drive what customers consider to be acceptable and preferred prices. Marketers can establish these thresholds to influence buyer…
Utpal Dholakia
Jun 23, 2021
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Pricing Case Study: The Power of Seller-Supplied Thresholds
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