Rüdiger, Steffen; Elliger, Clemens ; Weigel, Christian: Value pricing in the chemical industry : most powerful lever to profitability. In: Journal of Business Chemistry H. Journal of Business Chemistry. 2007, S. 33-39

Inhalt

Introduction
Charging for the Perceived Value
The Sales Force Needs a Different Incentive System
Three Steps on the Way: Strategic Pricing, Operational Pricing and Implementation
A Sensible Task - Key success factors
Further Marketing and Sales Methods
Appendix 1

The pricing survey
Appendix 2

Ten golden rules – from a successful pricing initiative with the BASF AG:

Appendix 3

A Pricing diagnostic
B Negotiation diagnostic

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