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Description of  Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers

Winner of the Overall Case Award 2014 The Case Centre best selling case 2013 - 2017 Value-based pricingpricing a product according to its value to the customer rather than its costis the most effective and profitable pricing strategy. Buyers need to evaluate the monetary benefits of a product against the price of its competitors. Sellers justify their price points through documenting the value of a product, emphasising its superiority against competitors and therefore justifying the premium price. Read more