Competing On Value by Mack Hanan and Peter Karp
Book Review – 5 Stars
“Competing on Value” by Mack Hanan and Peter Karp is a terrific book that was published in 1991.
Please don’t let its age put you off because the advice it gives is timeless. Some of the examples are dated but the message comes through very clearly.
Competing On Value is a sales book, pricing book and marketing book all rolled into one.
The concept of economic customer value is well established in the more specialised sectors of marketing and pricing. When “Competing On Value” was published, I believe that the concept of fixing your price on the value (or gain) your customer made from buying was very new. [continue reading…]
