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Pricing New Products
McKinsey Quarterly
2003 Number 3
Companies habitually charge less than they could for new products, especially with revolutionary offers. Underestimating a product's value can be a costly mistake, since the introductory price often fixes its worth in the buyer's mind.
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The Power Of Pricing
McKinsey Quarterly
2003 Number 1
Transaction pricing is the key to surviving the current downturn – and to flourishing when conditions improve.
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Fighting For Your Price
McKinsey Quarterly
2002 Number 4
A new kind of professional purchaser bent on getting rock-bottom costs threatens suppliers of basic materials. But these companies can save themselves by taking up the purchasers’ weapons.
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Read more on the McKinsey Quarterly site » | |
