In this Specialization, we show you techniques to increase price realization and maximize profits. Learn from The Boston Consulting Group's global pricing experts and University of Virginia Darden School of Business faculty, who share the frameworks, tips and tools we use in our business and research environments. We will look at pricing through BCG's proprietary and time-tested three “lenses”—cost and economics, customer value, and competition—to build your understanding of the strategic power of pricing. You’ll leave the Specialization with a portfolio-building presentation that demonstrates your ability to price strategically.
Spécialisation Pricing Strategy Optimization
University of Virginia
About this Spécialisation
Ce que vous allez apprendre
How to utilize the strategic power of pricing to set profit maximizing prices
Cost and economics in pricing strategy
How to leverage knowledge of customer value to develop a pricing strategy
Market and competitor pricing models that inform pricing decisions
Compétences que vous acquerrez
Cost-Based PricingPricing StrategiesMarket-Based PricingCustomer Value-based PricingStrategic Management
How the Spécialisation Works
Suivez les cours
Une Spécialisation Coursera est une série de cours axés sur la maîtrise d'une compétence. Pour commencer, inscrivez-vous directement à la Spécialisation ou passez en revue ses cours et choisissez celui par lequel vous souhaitez commencer. Lorsque vous vous abonnez à un cours faisant partie d'une Spécialisation, vous êtes automatiquement abonné(e) à la Spécialisation complète. Il est possible de terminer seulement un cours : vous pouvez suspendre votre formation ou résilier votre abonnement à tout moment. Rendez-vous sur votre tableau de bord d'étudiant pour suivre vos inscriptions aux cours et vos progrès.
Projet pratique
Chaque Spécialisation inclut un projet pratique. Vous devez réussir le(s) projet(s) pour terminer la Spécialisation et obtenir votre Certificat. Si la Spécialisation inclut un cours dédié au projet pratique, vous devrez terminer tous les autres cours avant de pouvoir le commencer.
Obtenir un Certificat
Lorsque vous aurez terminé tous les cours et le projet pratique, vous obtiendrez un Certificat que vous pourrez partager avec des employeurs éventuels et votre réseau professionnel.
Cette Spécialisation compte 4 cours
Cours1
Cost and Economics in Pricing Strategy
4.8
200 notes
How much should you charge for your products and services? Traditionally, businesses have answered this question based on the cost to produce or provide their goods and services. This course shows you the economic factors behind pricing based on cost and the pros and cons of a cost-based pricing approach. Led by Darden faculty and Boston Consulting Group global pricing experts, the course provides the practical and research-based models and methods you need to set prices that maximize your profits.
By the end of this course, you’ll be able to:
--Apply knowledge of basic economics to make better pricing decisions
--Recognize opportunities for price discrimination—selling the same product at different prices to different buyers—and recommend strategies to maximize sales and profits
--Calculate three types of price elasticities to determine the impact of price on demand
--Analyze and apply different pricing models
-Cost-plus pricing
-Marginal cost-plus pricing
-Peak-load pricing
-Index-based pricing
--Evaluate the impact of channel intermediaries and customer lifetime value on pricing
Cours2
Customer Value in Pricing Strategy
4.8
105 notes
The traditional approach to pricing based on costs works to pay the bills, but it leaves revenue on the table. You can, in fact, price your products in a way that increases sales--if you know what your customers are willing to pay and can leverage psychology to create better deal and discount plans. In this course, we'll show you how to price a product based on how your customers value it and the psychology behind their purchase decisions. Led by Darden faculty and Boston Consulting Group global pricing experts, this course provides an in-depth understanding of value-based pricing and how to use it to capture more revenue.
By the end of this course, you'll be able to...
-- Apply knowledge of customer value to price products
-- Leverage core value-based pricing techniques to inform pricing decisions
-- Measure customer willingness to pay using models (surveys, conjoint analysis, other data)
-- Use knowledge of consumer psychology to set prices beneficial to both consumers and sellers
Cours3
Market and Competition in Pricing Strategy
4.8
78 notes
If you haven’t considered what the competition is charging, you may not be maximizing your revenue. Spend time analyzing the market and you can influence price and improve margins. In this course, we'll show you how to implement competitive pricing and avoid common legal pitfalls of market-based pricing. You will also learn how to predict, influence and respond to competitors’ pricing moves. Led by Darden faculty and Boston Consulting Group global pricing experts, this course provides an in-depth understanding of market-based pricing and how to use it to capture more revenue.
Cours4
Pricing Strategy in Practice
4.5
60 notes
In this project-centered course, Darden's Ron Wilcox and BCG's Thomas Kohler will walk you through a real-world case, from problem statement to detailed analyses. You'll use all three lenses (cost, customer value, and competition) to recommend an optimal price—and then adjust to market disruptions. Utilizing the concepts, tools and techniques taught in previous Specialization courses—from basic techniques of economics to knowledge of customer segments, willingness to pay, and customer decision making to analysis of market prices, share, and industry dynamics—you will practice setting profit maximizing prices to improve price realization. You'll finish the course with a portfolio-building project that demonstrates your pricing prowess.
Enseignants
Jean Manuel Izaret
Senior Partner and Managing Director, Leader of BCG’s Global Pricing Practice
Thomas Kohler
Associate Director, PricingMarketing, Sales & Pricing Practice
Ronald T. Wilcox
NewMarket Corporation Professor of Business Administration & Senior Associate Dean for Degree ProgramsMarketing
Partenaires du secteur
À propos de University of Virginia
A premier institution of higher education, The University of Virginia offers outstanding academics, world-class faculty, and an inspiring, supportive environment. Founded by Thomas Jefferson in 1819, the University is guided by his vision of discovery, innovation, and development of the full potential of students from all walks of life. Through these courses, global learners have an opportunity to study with renowned scholars and thought leaders.
À propos de BCG
The Boston Consulting Group (BCG) is a global management consulting firm and the world’s leading advisor on business strategy.
We partner with clients from the private, public, and not-for-profit sectors in all regions to identify their highest-value opportunities, address their most critical challenges, and transform their enterprises. Our customized approach combines deep insight into the dynamics of companies and markets with close collaboration at all levels of the client organization. This ensures that our clients achieve sustainable competitive advantage, build more capable organizations, and secure lasting results. Founded in 1963, BCG is a private company with offices in more than 90 cities in 50 countries. For more information, please visit bcg.com.
Foire Aux Questions
Quelle est la politique de remboursement ?
Puis-je m'inscrire à un seul cours ?
Oui ! Pour commencer, cliquez sur la carte du cours qui vous intéresse et inscrivez-vous. Vous pouvez vous inscrire et terminer le cours pour obtenir un Certificat partageable, ou vous pouvez accéder au cours en auditeur libre afin d'en visualiser gratuitement le contenu. Si vous vous abonnez à un cours faisant partie d'une Spécialisation, vous êtes automatiquement abonné(e) à la Spécialisation complète. Visitez votre tableau de bord d'étudiant(e) pour suivre vos progrès.
Une aide financière est-elle possible ?
Puis-je suivre le cours gratuitement ?
Ce cours est-il vraiment accessible en ligne à 100 % ? Dois-je assister à certaines activités en personne ?
Ce cours est entièrement en ligne : vous n'avez donc pas besoin de vous présenter physiquement dans une salle de classe. Vous pouvez accéder à vos vidéos de cours, lectures et devoirs en tout temps et en tout lieu, par l'intermédiaire du Web ou de votre appareil mobile.
Puis-je obtenir des crédits universitaires si je réussis la Spécialisation ?
Cette Spécialisation n'est pas associée à des crédits universitaires, mais certaines universités peuvent décider d'accepter des Certificats de Spécialisation pour des crédits. Vérifiez-le auprès de votre établissement pour en savoir plus.
Do I need to take the courses in a specific order?
We recommend the following sequence: Economics of Pricing, Pricing to Customer Value, Market-based Pricing, Pricing Strategy Optimization. While you can take the first three courses simultaneously, we recommend taking the Pricing Strategy Optimization course last, since it draws on concepts from the three previous courses.
What background knowledge is necessary?
Our target learners have an interest in business and marketing. With an undergraduate or graduate degree, they are looking to advance in their career or deliver more value in their current role and might someday pursue an advanced business degree. They take initiative and are proactive in developing new skills and competencies to achieve career objectives, develop professionally and expand their knowledge bases.
Quelle est la durée nécessaire pour terminer la Spécialisation ?
Each course in the Specialization is organized into four weeks of content and assignments. You may take the four courses sequentially over the course of four months, or may take courses simultaneously to complete more quickly.
What will I be able to do upon completing the Specialization?
After completing this Specialization, you will be able to employ five economic techniques to improve price realization; improve price realization by applying knowledge of customer segments, willingness to pay, and how customers make purchasing decisions; analyze market prices, market share, and industry dynamics to set optimal price points; and recommend a profit-maximizing price considering economic, customer-value, and competitive market forces.
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