Includes bibliographical references and index.

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