PRICE WITH CONFIDENTIALITY

DESSISLAVA KOSTOVA-PICKETT

 

Abstract

Trust in value gives confidence in the price. If employees have a low opinion of the company, how do you expect them to trust pricing? This is not a subtle rhetoric - it's real. If you want people to trust pricing, they need to trust the company. If you want to trust the company they have to trust management. This sometimes takes bold movements.We are not saying that all is easy. This requires engagement, coordination and discipline of multiple activities and individuals. This requires changes in systems and processes. He needs a chance. Sales conditions on the markets are more stringent than ever with more competitors, low-cost players, faster cycles to trade, mergers, buy-outs from private equity instruments. Successful companies move beyond rhetoric of value to tangible proven value. Make it real for your people and your customers, and increase their confidence in your prices.

Key words

confidence in the price, trust in value, trust the company

JEL Codes: L11; M31

References

Aeppel, T. (2007). Seeking to Perfect Prices, CEO Tears Up the Rules, Wall Street Journal, March 27.
Peters, T. & Waterman R.(2000). In Search of Excellence- Lessons from America's Best-Run Companies, New York: HarperCollins.
Bill, G. (2007). True North: Discover Your Authentic Leadership, New York: Jossey-Bass.

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