Dollarizing Differentiation Value: A Practical Guide for the Quantification and the Capture of Customer Value

Now is the time to answer that "value" question so well and so completely that your organization thrives. The biggest winners in the 21st century will have value-based strategies, value-based innovation, value-based marketing, and value-based pricing. There has never been a more exciting and lucrative time to pay attention to value and turn a daunting question of survival into a sustainable answer of success.--from the Introduction

Stephan M. Liozu is an assistant professor at Chatham University in Pittsburgh, Pennsylvania, where he teaches strategy and management. He is also the founder of Value Innoruption Advisors, a consulting boutique specializing in customer value management, dollarization of business differentiation, and value-based pricing. Stephan holds a PhD in Management from Case Western Reserve University, where he researched the topic of transformational change and leadership in value-based pricing. He is a Prosci® certified Change Manager and a business model innovation coach. Stephan's academic articles have appeared in the Journal of Revenue and Pricing Management, Journal of Business Strategy, MIT Sloan Management Review, Business Horizons, Journal of Strategic Marketing, and Industrial Marketing Management. He has also written several articles on strategic pricing issues for The Journal of Professional Pricing and is a regular presenter at Professional Pricing Society conferences in Europe and North America and at conferences of the Strategic Account Management Association. He has authored two books, The Pricing Journey (Stanford University Press, 2015) and Pricing and Human Capital (Routledge, 2015). He has also co-edited three books, Innovation in Pricing: Contemporary Theories and Best Practices (Routledge, 2012), The ROI of Pricing (Routledge, 2014), and Pricing and the Salesforce (Routledge, 2015). Stephan sits on the advisory boards of LeveragePoint Innovations and the Professional Pricing Society. He is a strategic advisor to 360pi, The Kini Group, and PriceSenz.