Innovation in pricing : contemporary theories and best practices /
edited by Andreas Hinterhuber and Stephan Liozu.
- London ; New York : Routledge, 2013.
- xix, 416 p. : ill. ; 24 cm.
Includes bibliographical references and index.
Introduction: Innovation in pricing: introduction / Innovation in Organizing the Pricing Function: The organizational design of the pricing function in firms: a center-led management approach / Organizational barriers and the implementation of customer value map analysis: a case study of a global manufacturing firm in the polymer technology industry / CEO championing of pricing and the impact on firm performance / Who is in charge of value?: the emerging role of chief value officer / B2B pricing systems: proving ROI / Innovation in Pricing Strategy: Innovation in B2B pricing / Why segmentation matters / The five fundamental value factors / The journey to pricing excellence: the case of a mid-sized manufacturing firm / Pricing processes in fast paced business-to-business settings / Pricing due diligence in the mergers and acquisition process / Busting the four fatal myths in pricing / Creating and communicating customer value: how companies can set premium prices that customers are willing to pay / Pricing strategies for recessionary times / A zero-based approach to the pricing strategy / Innovation in Pricing Tactics: Using economic value communication to bend business-to-business buyers' value perceptions / Value: distilling the essence / Innovation in determining willingness to pay for B2B / Cross functional collaboration in value-based pricing / Implementing effective pricing strategies: tools for tracking prices / Winning on the margin: the B2B value imperative / The thick and thin tails of pricing / Psychological Aspects of Pricing: Behavioral aspects of pricing / Research on odd prices: dead end or field of potential innovation? / Consumer psychology and software pricing / The Next Frontier: The next frontier of the pricing profession / Andreas Hinterhuber and Stephan Liozu -- Stephan M. Liozu and Kellie Ecker; Niklas L. Hallberg and Linn Andersson; Stephan M. Liozu, Andreas Hinterhuber, Sheri Perelli and Toni M. Somers; Ron J. Baker and Stephan M. Liozu; Mark Stiving -- Rafael Farres; Linda Trevenen; Ralf Drews; W. Michael Crouch and Greg Hunsicker; Magnus Johansson; David Dvorin, Jered W. Haedt and Vernon E. Lennon; Nelson Hyde; Todd Snelgrove; Fernando Resende; Roberto Bedotto -- Christopher D. Provines; Harry Macdivitt; Niels Biehn and Craig Zawada; Steven Forth; Richard Coopolse; Mike Moorman; Darren Huxol -- Ben Lowe, Julian Lowe, and David Lynch; Carmen Balan; Anshu Jalora -- Kevin Mitchell. Part I. 1. Part II. 2. 3. 4. 5. 6. Part III. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. Part IV. 17. 18. 19. 20. 21. 22. 23. Part V. 24. 25. 26. Part VI. 27.
9780415521611 (hardback) 0415521610 (hardback) 9780415521642 (pbk.) 0415521645 (pbk.) 9780203085684 (ebook) 020308568X (ebook)
2012015157
Pricing.
Marketing--Technological innovations.
HF5416.5 / I586 2013
658.8/16
Includes bibliographical references and index.
Introduction: Innovation in pricing: introduction / Innovation in Organizing the Pricing Function: The organizational design of the pricing function in firms: a center-led management approach / Organizational barriers and the implementation of customer value map analysis: a case study of a global manufacturing firm in the polymer technology industry / CEO championing of pricing and the impact on firm performance / Who is in charge of value?: the emerging role of chief value officer / B2B pricing systems: proving ROI / Innovation in Pricing Strategy: Innovation in B2B pricing / Why segmentation matters / The five fundamental value factors / The journey to pricing excellence: the case of a mid-sized manufacturing firm / Pricing processes in fast paced business-to-business settings / Pricing due diligence in the mergers and acquisition process / Busting the four fatal myths in pricing / Creating and communicating customer value: how companies can set premium prices that customers are willing to pay / Pricing strategies for recessionary times / A zero-based approach to the pricing strategy / Innovation in Pricing Tactics: Using economic value communication to bend business-to-business buyers' value perceptions / Value: distilling the essence / Innovation in determining willingness to pay for B2B / Cross functional collaboration in value-based pricing / Implementing effective pricing strategies: tools for tracking prices / Winning on the margin: the B2B value imperative / The thick and thin tails of pricing / Psychological Aspects of Pricing: Behavioral aspects of pricing / Research on odd prices: dead end or field of potential innovation? / Consumer psychology and software pricing / The Next Frontier: The next frontier of the pricing profession / Andreas Hinterhuber and Stephan Liozu -- Stephan M. Liozu and Kellie Ecker; Niklas L. Hallberg and Linn Andersson; Stephan M. Liozu, Andreas Hinterhuber, Sheri Perelli and Toni M. Somers; Ron J. Baker and Stephan M. Liozu; Mark Stiving -- Rafael Farres; Linda Trevenen; Ralf Drews; W. Michael Crouch and Greg Hunsicker; Magnus Johansson; David Dvorin, Jered W. Haedt and Vernon E. Lennon; Nelson Hyde; Todd Snelgrove; Fernando Resende; Roberto Bedotto -- Christopher D. Provines; Harry Macdivitt; Niels Biehn and Craig Zawada; Steven Forth; Richard Coopolse; Mike Moorman; Darren Huxol -- Ben Lowe, Julian Lowe, and David Lynch; Carmen Balan; Anshu Jalora -- Kevin Mitchell. Part I. 1. Part II. 2. 3. 4. 5. 6. Part III. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. Part IV. 17. 18. 19. 20. 21. 22. 23. Part V. 24. 25. 26. Part VI. 27.
9780415521611 (hardback) 0415521610 (hardback) 9780415521642 (pbk.) 0415521645 (pbk.) 9780203085684 (ebook) 020308568X (ebook)
2012015157
Pricing.
Marketing--Technological innovations.
HF5416.5 / I586 2013
658.8/16
Hong Kong Nang Yan College of Higher Education
Lee Yan Fong Library
325-329 Lai Chi Kok Road, Shamshuipo, Kowloon, HONG KONG
Lee Yan Fong Library
325-329 Lai Chi Kok Road, Shamshuipo, Kowloon, HONG KONG