Share these talks and lectures with your colleagues
Invite colleaguesWe noted you are experiencing viewing problems
-
Check with your IT department that JWPlatform, JWPlayer and Amazon AWS & CloudFront are not being blocked by your network. The relevant domains are *.jwplatform.com, *.jwpsrv.com, *.jwpcdn.com, jwpltx.com, jwpsrv.a.ssl.fastly.net, *.amazonaws.com and *.cloudfront.net. The relevant ports are 80 and 443.
-
Check the following talk links to see which ones work correctly:
Auto Mode
HTTP Progressive Download Send us your results from the above test links at access@hstalks.com and we will contact you with further advice on troubleshooting your viewing problems. -
No luck yet? More tips for troubleshooting viewing issues
-
Contact HST Support access@hstalks.com
-
Please review our troubleshooting guide for tips and advice on resolving your viewing problems.
-
For additional help, please don't hesitate to contact HST support access@hstalks.com
We hope you have enjoyed this limited-length demo
This is a limited length demo talk; you may
login or
review methods of
obtaining more access.
- Philosophy of CVBP
-
1. Challenge of value: building customer value through understanding
- Mr. Harry Macdivitt
-
2. Conventional pricing 1
- Mr. Ricky Coussins
-
3. Conventional pricing 2
- Mr. Ricky Coussins
-
4. Differentiating
- Mr. Ian Thomas
-
5. Customer Value Assessment for Value-Based Pricing
- Dr. Bradley T. Gale
-
6. Value based pricing on customer value
- Mr. Mike Wilkinson
-
7. Value based selling
- Mr. Alan Melkman
-
8. Economics and value based pricing
- Dr. Iestyn Williams
-
9. EU competition law and illegal/abusive pricing
- Prof. Barry Rodger
-
10. The value proposition
- Prof. Bill Donaldson
- CVBP in specific industries
-
11. Pricing on Value in Engineering
- Mr. Tom Rebbitt
Printable Handouts
Navigable Slide Index
- Introduction
- Pricing - the basic options
- The basic principle
- How to determine value?
- Process
- Value matrix (1)
- Scope
- Buying criteria
- Analytical hierarchy process
- Buying criteria and window of acceptability
- Quantifying value per point
- Analytical hierarchy process results
- Value matrix (2)
- Results
- Conclusions
- Questions this can help us with...
- Summary
Topics Covered
- Pricing: the basic options
- The basic principle
- How to determine value
- Process
- Value matrix
- Scope
- Buying criteria
- Analytical hierarchy process
- Window of acceptability
- Qualifying value per point
- Results
- Conclusions
Talk Citation
Rebbitt, T. (2010, August 10). Pricing on Value in Engineering [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved March 21, 2025, from https://doi.org/10.69645/CUBE9558.Export Citation (RIS)
Publication History
- Published on August 10, 2010