Writing has become a passion. Over the past few years, I was fortunate to be invited to write columns and also to have papers published in academic and practitioners journals. During my Ph.D., I received lots of support from numerous people and organizations. Their support allowed me to conduct the best-in-class research projects. Today I am giving back to the communities who supported me by making all my papers available on my web site. Please read, download and circulate widely so that knowledge flows freely. Practitioner Papers Here too the focus of my practitioner papers has been on value and pricing management. My intention is to share knowledge widely with the pricing community based on my extensive experience in industry and based on my Ph.D. research projects.

Soft Pricing Skills

The Pricing Advisor – October 2017 –  Click here to download

Business Model Digital Transformation

The Pricing Advisor – August 2017 –  Click here to download

Understanding and Finding your True Differentiation

The Journal of Professional Pricing – Q3 2017 –  Click here to download

Agile Pricing in an Age of Currency Volatility

The Pricing Advisor – July 2017 –  Click here to download

A Reality Check on Cost-based versus Value-based Pricing

The Journal of Professional Pricing – Q2 2017 –  Click here to download

5-Part Series on Value, Pricing and New Product Development

The Journal of Professional Pricing – Q1 2017 –  Click here to download

Who is in Charge of Customer Value in your Organization? The Emerging Role of Chief Value Of cer

The Journal of Professional Pricing – Q3 2016 –  Click here to download

Pricing Discounts: Saying NO the Right Way

The Pricing Advisor – Q2 2016 –  Click here to download

Does Change Management in Pricing Matter

The Pricing Advisor – Q3 2015 –  Click here to download

Measuring the ROI and Impact of Pricing

The Journal of Professional Pricing – Q2 2015 –  Click here to download

Building a Distinctive and Compelling Value Proposition

The Journal of Professional Pricing – Q1 2015 –  Click here to download

Price Discounts: Saying NO the Right Way

Sales Mastery – Q1 2015 –  Click here to download

Pricing Project Management: Qualitative Evaluation for Project Implementation Success

The Journal of Professional Pricing – Q4 2014 –  Click here to download

Value-Based Pricing is more than a Pricing Strategy

The Journal of Professional Pricing – September 2014 –  Click here to download

Where Should the Pricing Function Report Into?

The Journal of Professional Pricing, Q3 2014 – Click here to download

The Tyranny of Growth

The Journal of Professional Pricing, June 2014 – Click here to download

The Pricing of Social and Sustainable Innovation

The Journal of Professional Pricing, March 2014 – Click here to download

Change Management and Pricing

The Pricing Advisor, February 2014 – Click here to download

Infiltrating Value-based Pricing in an Organization

Journal of Professional Pricing, Q3 2013 – Click here to download

The Pricing of Bing Bang Disruptive Innovation

The Pricing Advisor, September 2013 – Click here to download

Irrational Pricing Behaviors in Organizations

Journal of Professional Pricing, Q2 2013 – Click here to download

Do you Have a Pricing Problem?

The Pricing Advisor, March 2013 – Click here to download

Voice-of-customer Programs and Value-based Pricing

The Pricing Advisor, February 2013 – Click here to download

When Data Doesn’t Give you the Expected Answers

The Pricing Advisor, January 2013 – Click here to download

Change and the Pricing Survey Executive Summary 2012

Journal of Professional Pricing, Q4 2012 – Click here to download

Design Your Pricing Council to Become a Strategic Weapon

The Pricing Advisor, November 2012 – Click here to download

Complexity Theory and Pricing Management

Journal of Professional Pricing, Q3 2012 – Click here to download

Is it Time to Rethink your Pricing Strategy

MIT Sloan Management Review, July 2012 – Paper available on the MIT Sloan Management web site once you register for free.

Making the Business Case for Investments in Value-based Pricing

Journal of Professional Pricing, Q1 2012 – Click here to download

Facing the Commodity Price Bullies

Journal of Professional Pricing, Q4 2011 – Click here to download

The Pricing Function in Industrial Markets

Journal of Professional Pricing, Q1 2011 – Click here to download


Stay tuned for more papers. They will be added as soon as they come out. Visit this page regularly or set up a Google alert for Stephan Liozu!