商品敘述：

Available with this Brief Case: a Case Preview, updated Teaching Note, and an English-language audio version. A Case Preview is an optional, customizable resource that provides students with a lens through which to consider the case, including a snapshot of the case situation and key questions to consider. The updated Teaching Note provides insights for teaching the case in an online setting and in an undergraduate classroom. Atlantic Computer, a leading player in the high-end server market, has detected a marketplace opportunity in the basic server segment. They have developed a new server, the Tronn, to meet the needs of this segment. In addition, they have created a software tool, called the "Performance Enhancing Server Accelerator," or PESA, that allows the Tronn to perform up to four times faster than its standard speed. The central question revolves around how to price the Tronn and PESA. Although cost-plus, competition-based, and status-quo pricing are the most common means by which firms establish prices for their offerings, these approaches may prevent firms from fully realizing the benefits that are due to them. Provides an opportunity to optimize value capture for the firm by utilizing value-in-use pricing (i.e., examining the value that a firm''s offering creates for the customer, and using the savings generated as the basis for developing prices). Also allows for the exploration of the challenges surrounding the implementation of a value-in-use pricing strategy. These include the reactions of competitors, customers, and stakeholders within the firm.

涵蓋領域：

Industry analysis;Pricing strategy;Value propositions

相關資料：

, (2079), 12p, by Neeraj Bharadwaj, John B. Gordon;
, (7871), 0p, by Neeraj Bharadwaj, John B. Gordon;
, (9-920-567), 0p, by Neeraj Bharadwaj, John B. Gordon;
, (9-920-568), 0p, by Neeraj Bharadwaj, John B. Gordon

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