{"product_id":"game-changer-isbn-9781394190584","title":"Game Changer","description":"\u003cp\u003e\u003cb\u003eThe right pricing strategy can change the entire trajectory of a business, a market, and even society at large. To help you create your best pricing strategy efficiently and confidently, two leaders from BCG are introducing fresh perspectives on pricing that take you far beyond the realm of mind-numbing numbers.\u003cbr\u003e\u003cbr\u003e\u003c\/b\u003eIn their new book\u003ci\u003e Game Changer: How Strategic Pricing Shapes Businesses, Markets, and Society\u003c\/i\u003e, Jean-Manuel Izaret and Arnab Sinha simplify and clarify pricing strategy by integrating its many frameworks and concepts into seven distinct pricing games, each with its own proven tools, rules, forces, and structures. To help you pick the right game and play it well, Izaret and Sinha have developed the Strategic Pricing Hexagon, a tool refined through years of testing, iteration, and adaptation. The Hexagon is your portal to a business world where stronger growth and better financial performance come from a set of strategic pricing decisions, not endless myopic quests for optimal prices.\u003cbr\u003e\u003cbr\u003eBut more than that, the Hexagon will change the way you think about and talk about pricing. The current conversation around pricing – as expressed through economics textbooks, Excel spreadsheets, political discourse, and educated guesswork – makes it easy to believe that pricing is nothing more than a technical, tactical and, for most people, boring game of numbers. \u003ci\u003eGame Changer\u003c\/i\u003e changes that conversation bysharing stories and research that bring the Hexagon and its seven pricing games to life.\u003cbr\u003e\u003cbr\u003eWith research from BCG’s Bruce Henderson Institute and real-world examples from the world's most influential companies, the authors and their colleagues at BCG define pricing strategy as a business leader’s or business owner’s conscious decisions about how money flows in their market. They show how companies succeed in the long term when they focus on collaborative growth and value sharing with customers, not zero-sum value extraction from them.\u003cbr\u003e\u003cbr\u003eDiscover how you can create and implement a winning pricing strategy that changes the trajectory of your business, your market, and even society.\u003c\/p\u003e \u003cp\u003eIntroduction: Changing the Pricing Conversation 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I Rethinking Pricing Strategically 19\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePart I 19\u003c\/p\u003e \u003cp\u003e1 Three Information Sources 25\u003c\/p\u003e \u003cp\u003e2 Four Economic Frameworks 40\u003c\/p\u003e \u003cp\u003e3 Seven Games in the Strategic Pricing Hexagon 51\u003c\/p\u003e \u003cp\u003e4 Six Market Forces 69\u003c\/p\u003e \u003cp\u003e5 What the Hex? The Political Angles of Pricing Decisions 77\u003c\/p\u003e \u003cp\u003e6 What’s Next? The Design of Pricing Models 90\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II Winning the Seven Pricing Games 107\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePart II 107\u003c\/p\u003e \u003cp\u003e7 The Value Game: When Art Trumps Science 109\u003c\/p\u003e \u003cp\u003e8 The Uniform Game: The All- Time Classic 119\u003c\/p\u003e \u003cp\u003e9 The Cost Game: Where Efficiency Reigns 134\u003c\/p\u003e \u003cp\u003e10 The Power Game: When Every Move Counts 147\u003c\/p\u003e \u003cp\u003e11 The Custom Game: Making Sense of the Chaos 163\u003c\/p\u003e \u003cp\u003e12 The Choice Game: Framing Options for Customers 179\u003c\/p\u003e \u003cp\u003e13 The Dynamic Game: When Everything Matters 194\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Changing Your Pricing Game 209\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePart III 209\u003c\/p\u003e \u003cp\u003e14 Innovation: Seizing a Step- Change Opportunity 211\u003c\/p\u003e \u003cp\u003e15 As- a- Service: Growing with Your Customer 219\u003c\/p\u003e \u003cp\u003e16 AI: Perfecting Price Differentiation 228\u003c\/p\u003e \u003cp\u003e17 Channel: Going Direct to Consumers 237\u003c\/p\u003e \u003cp\u003e18 Scale: Achieving the Ultimate Cost Advantage 246\u003c\/p\u003e \u003cp\u003e19 Free: Competing with the Most Magical Price Point 254\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV Shaping Society Through Pricing Decisions 265\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePart IV 265\u003c\/p\u003e \u003cp\u003e20 Fairness: How to Differentiate Prices Across Customers 267\u003c\/p\u003e \u003cp\u003e21 Equitable Pricing: How Buyers and Sellers Share Value 281\u003c\/p\u003e \u003cp\u003e22 Access: How Pricing Can Eradicate Diseases 294\u003c\/p\u003e \u003cp\u003e23 Green Premium: How to Shape Demand for Sustainable Solutions 308\u003c\/p\u003e \u003cp\u003e24 Co\u003csub\u003e2\u003c\/sub\u003e : How to Encourage Lower Carbon Emissions 325\u003c\/p\u003e \u003cp\u003e25 Impact: How Progressive Pricing Can Scale Social Ventures 337\u003c\/p\u003e \u003cp\u003eEpilogue 349\u003c\/p\u003e \u003cp\u003eAppendix: About the Studies 353\u003c\/p\u003e \u003cp\u003eNotes 359\u003c\/p\u003e \u003cp\u003eAcknowledgments 387\u003c\/p\u003e \u003cp\u003eAbout the Authors 391\u003c\/p\u003e \u003cp\u003eIndex 393\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eJEAN-MANUEL IZARET (JMI)\u003c\/b\u003e is the Global Leader of BCG’s Marketing, Sales, and Pricing Practice. Before joining BCG in 1997, he received   a PhD from École Centrale in Paris.  \u003c\/p\u003e\u003cp\u003eAs a Bruce Henderson Institute Fellow, he has studied pricing model innovations in technology, biopharma, industrial goods, financial services, and consumer services. He also explored how pricing and economic models could help solve issues such as education and climate-change mitigation.  \u003c\/p\u003e\u003cp\u003eJMI lives in Berkeley, California. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eARNAB SINHA\u003c\/b\u003e is a Senior Partner and Managing Director at BCG where he leads the Pricing Practice for North America and for the consumer sector. Prior to joining BCG in 2005, he received a PhD from the Massachusetts Institute of Technology. \u003c\/p\u003e\u003cp\u003eArnab develops pricing strategies in sectors as diverse as airlines, automotive, beverages, food, luxury goods, and restaurants. He co-developed BCG’s  intellectual property and software that use artificial intelligence to optimize pricing and promotion strategies. \u003c\/p\u003e\u003cp\u003eArnab lives in Philadelphia, Pennsylvania.    \u003c\/p\u003e\u003cp\u003e\u003cb\u003eIF YOU’RE LIKE MOST BUSINESS LEADERS OR BUSINESS OWNERS, YOU THINK THAT PRICING IS A BORING GAME OF MIND-NUMBING NUMBERS. \u003c\/b\u003e\u003c\/p\u003e\u003cp\u003e\u003ci\u003eIt’s time to change that game—and that thinking—for good. That is our mission.\u003c\/i\u003e  \u003c\/p\u003e\u003cp\u003eThe right pricing strategy can change the entire trajectory of a business, a market, and even society. But to find your best strategy, you need to look far beyond the numbers. \u003c\/p\u003e\u003cp\u003eThat’s why we’re introducing the Strategic Pricing Hexagon. It is your portal to a business world where stronger growth and better financial performance come from a set of  strategic pricing decisions, not endless myopic quests for optimal prices.  \u003c\/p\u003e\u003cp\u003eOur Hexagon comprises seven pricing games—each with its own proven tools, rules, forces, and structures—to help you pick the right game and play it well. \u003c\/p\u003e\u003cp\u003eBut more than that, the Hex will change the way you think about and talk about pricing. We focus on collaborative growth with customers, not zero-sum value extraction from them. We use research from BCG’s Bruce Henderson Institute to redefine what a fair price means. We use our own experience and the collective experience of BCG’s Marketing, Sales, and Pricing Practice to share the stories that bring the Hexagon and its seven pricing games to life. \u003c\/p\u003e\u003cp\u003e\u003cb\u003e\u003ci\u003eFind out how you can use strategic pricing to reshape your business, your market, and even society.\u003c\/i\u003e\u003c\/b\u003e    \u003c\/p\u003e\u003cp\u003e\u003cb\u003eTHE STRATEGIC PRICING HEXAGON\u003c\/b\u003e and its seven games \u003c\/p\u003e\u003cp\u003e“The biggest benefit of \u003ci\u003eGame Changer\u003c\/i\u003e is that it will encourage business leaders to step back and think through the fundamentals of their business:  how do we create and share value? This is the first book I’ve read that provides a clear and practical definition of pricing strategy—and how to determine one—instead of going straight to the numbers.”\u003cbr\u003e \u003cb\u003eMARIN GJAJA, CHIEF CUSTOMER OFFICER, FORD MODEL E\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e“What I appreciate most about \u003ci\u003eGame Changer\u003c\/i\u003e is that it left me with more practical options and ideas about pricing strategy, not with more math  problems and more complicated theories.”\u003cbr\u003e \u003cb\u003eERIC REYNOLDS, CHIEF OPERATING OFFICER, CLOROX\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e“\u003ci\u003eGame Changer\u003c\/i\u003e elevates pricing from a specialized practice to a strategic perspective on the entire business. Even better, it makes pricing accessible, practical, and enjoyable. The seven pricing games and the associated playbooks are very insightful and have far-reaching implications for go-to-market strategies.”\u003cbr\u003e \u003cb\u003eSTEVE MALLOUK, SVP, GLOBAL BUSINESS STRATEGY, VISA\u003c\/b\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989269954789,"sku":"NP9781394190584","price":45.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781394190584.jpg?v=1761783457","url":"https:\/\/k12savings.com\/products\/game-changer-isbn-9781394190584","provider":"K12savings","version":"1.0","type":"link"}