Digital pricing: a guide to strategic pricing for the digital economy
This is one of the first books to combine the current megatrend of digitalization and pricing as the most effective lever for increasing and sustaining profits. The book presents the basics of digital pricing as well as modeling methods and implementation examples. This structure helps in tackling t...
Gespeichert in:
| 1. Verfasser: | |
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| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Cham
Springer
[2023]
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| Ausgabe: | 2023 |
| Schriftenreihe: | Management for Professionals
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| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Zusammenfassung: | This is one of the first books to combine the current megatrend of digitalization and pricing as the most effective lever for increasing and sustaining profits. The book presents the basics of digital pricing as well as modeling methods and implementation examples. This structure helps in tackling the latest developments and challenges due to digitalization. Readers will gain a detailed insight into using innovative revenue and price models to generate a sustainable competitive advantage for their companies. The author uses his cross-industry experience to draw on several examples of innovative digital pricing approaches which can be applied in industrial sectors such as automotive, industrial goods and machinery, as well as service sectors like telecommunications, transportation and tourism |
| Beschreibung: | xv, 338 Seiten Illustrationen, Diagramme 235 mm |
| ISBN: | 9783031245930 9783031245909 |
Internformat
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Datensatz im Suchindex
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Contents 1 2 3 4 of Price Management. Digitization and Pricing. Price as a Profit Driver. Specific Characteristics of the Price. The Price-Volume Function as an Indicator of Customer Response. 1.5 Market Dynamics and Price Elasticity. 1.6 Price Actions, Elasticities, and Profit Effects. 1.7 Practical Examples: Market Dynamics in ModernIndustries. . . References. Basics 1.1 1.2 1.3 1.4 Characteristics of Digital Pricing. 2.1 Characteristics of Digital Offerings in Terms of Pricing. 2.2 General Conditions and Price-Related Characteristics of the Internet. 2.3 Stages of Development of Digitization. 2.4 Digitization and Competitive Dynamics. References. 1 1 4 6 10 12 15 20 22 27 27 29 35 41 44 Business
Models. 3.1 Business Models as the Starting Point for Digital Pricing. 3.2 Digital Business Models. 3.3 Value Creation Through Data and Data-Driven Business Models. ?. 62 49 49 52 3.4 The Three-Level Model of Digital Pricing. 3.5 Method Tip: Business Model Map. References. 68 73 79 Revenue Models. 4.1 Delineation: Revenue Models. 4.2 Services and Revenue Sources on the Internet. 4.3 Overview of Selected Revenue Models. References. S3 S3 86 93 98 vii
viii Contents 5 Pricing Process Part 1: Analysis. 5.1 Introduction to the Pricing Process. 5.2 Determinants of Pricing. 5.3 Costs. 5.4 Competition. 5.5 Customers. References. 103 103 104 107 110 113 114 6 Pricing Process Part 2: Strategy. 6.1 From Corporate and Competitive Strategy to Pricing Strategy. 117 6.2 Dimensions of the Pricing Strategy. 6.3 Pricing Targets. 6.4 Competitive Strategies. 6.5 Strategic Segmentation and Positioning. 6.6 Competitive Advantage Matrix. 6.7 Strategic Behavior in Competition.
References. 117 7 Pricing Process Part 3: Structure (3a: Price Differentiation). 7.1 Basics of Price Differentiation. 7.2 Variants of Price Differentiation. 7.2.1 Price Differentiation According to Market Segments . . 7.2.2 Quantity-Based Price Differentiation. 7.2.3 Price Differentiation According to Products. 7.3 Prerequisites for Price Differentiation Concepts. References. 149 149 151 151 158 161 172 175 8 Pricing Process Part 3: Structure (3b: Price Models). 8.1 Delimitation and Definition: Price Models. 8.2 The Six Pillars of a Price Model. 8.3 Reference Bases in Detail. 8.3.1 Usage-Independent Reference Bases. 8.3.2 Usage-Dependent Reference Bases. 8.3.3 Value-Dependent Reference Bases. 8.4 Price Metrics in Detail. 8.5 Competitive Strategies and Price Models. 8.6 Methodical Innovation: Concept for Optimizing
Price Models. 208 8.7 Success Criteria of Price Models. References. 179 179 182 189 189 195 197 203 206 Pricing Process Part 3:Structure (3c: Price Optimization). 9.1 Methods for Determining the Optimum Price. 9.1.1 Observation. 9.1.2 Survey. 217 217 218 222 9 118 120 123 129 136 139 144 210 213
Contents ix 9.1.3 9.1.4 Workshops. Excursus: Impact of Artificial Intelligence on Price Optimization Methods. 232 9.2 Calculation of the Profit-Optimal Price. 9.3 Simulation Analyses for Product and Price Optimization. 9.4 Method Innovation: Value-Price Optimization. 9.4.1 Value-Price Optimization: Philosophy and Fundamentals . 9.4.2 Methodological Steps of Value-Price Optimization at a Glance. 245 9.4.3 Summary of the Value Driver Analysis. 9.5 Pricing Strategies for New Products. References. 229 233 237 243 243 251 253 258 10 Pricing Process Part 3: Structure (3d: Portfolio Pricing). 263 10.1 Challenges of Portfolio Pricing. 263 10.2 Methodical Derivation of Price Structures. 269 10.3 Project Outline: Product Line Pricing for Information Goods. 272 10.4 Method Innovation: Analysis and Steering of Price Elasticity. 274 10.5 Implementation Tip: Price-Related Measures
to Influence Price Elasticity. 276 10.6 Dynamic Pricing. 277 10.6.1 Definition of Dynamic Pricing. 277 10.6.2 History and Development. 278 10.6.3 Delineation: Dynamic Pricing Versus Revenue Management. 279 10.6.4 Requirements and Fields of Application. 280 10.6.5 Objective of Dynamic Pricing. 280 10.6.6 Technical Variants and Forms of Dynamic Pricing. . . 281 10.6.7 Personalized Dynamic Pricing. 282 10.6.8 Dynamic Pricing Case Studies. 283 10.6.9 Risk Factors in Dynamic Pricing. 283 References. 285 11 Pricing Process Part 4: Implementation. 11.1 Introduction: Condition System and Sales Management. 11.2 Basics of the Condition System. 11.3 Performance-Oriented Condition Systems. 11.4 Target Price Systems and Peer Pricing. 11.5 Price Enforcement. 11.5.1 Value
Selling. 11.5.2 Total Cost of Ownership Approach. 11.5.3 Total Value of Ownership Bonus System. 287 287 288 291 293 294 294 295 296
X 12 Contents 11.6 E-Bidding. 11.7 Incentive System. 11.8 Tactical Pricing. References. 298 299 300 302 Pricing Process Part 5: Monitoring. 12.1 Price Monitoring: Challenges. 12.2 Pricing Cockpit. 12.2.1 Financial Monitoring. 12.2.2 Monitoring Market Effects. 12.2.3 Monitoring Pricing Excellence. References. 305 305 306 307 309 314 315 13 Pricing Process and Pricing Psychology. 319 13.1 Focus Topic Pricing Process and Pricing Psychology: Introduction. 319 13.2 Price Psychology and Structure (1): Mental Accounting. 320 13.3 Price Psychology and Structure (2): Price Level Effect. 322 13.4 Price Psychology and Structure (3): Anchoring. 323
13.5 Price Psychology and Structure (4): Value Effect. 325 13.6 Price Psychology and Structure (5): Price Threshold Effect. . . 325 13.7 Price Psychology and Structure (6): Compromise Effect. 329 13.8 Price Psychology and Structure (7): Decoy Effect. 331 13.9 Price Psychology and Structure (8): Price Figure Communication. 332 13.10 Price Psychology and Implementation (1): Tiered Discounts. 333 13.11 Price Psychology and Implementation (2): Endowment Effect. 335 13.12 Price Psychology and Implementation (3): Loss Aversion . . . . 336 References. 337 |
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| discipline | Wirtschaftswissenschaften |
| edition | 2023 |
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| id | DE-604.BV049656021 |
| illustrated | Illustrated |
| index_date | 2024-07-03T23:40:44Z |
| indexdate | 2024-11-11T09:06:12Z |
| institution | BVB |
| isbn | 9783031245930 9783031245909 |
| language | English |
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| physical | xv, 338 Seiten Illustrationen, Diagramme 235 mm |
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| spelling | Frohmann, Frank 1966- Verfasser (DE-588)1283940965 aut Digital pricing a guide to strategic pricing for the digital economy Frank Frohmann Cham Springer [2023] xv, 338 Seiten Illustrationen, Diagramme 235 mm txt rdacontent n rdamedia nc rdacarrier Management for Professionals This is one of the first books to combine the current megatrend of digitalization and pricing as the most effective lever for increasing and sustaining profits. The book presents the basics of digital pricing as well as modeling methods and implementation examples. This structure helps in tackling the latest developments and challenges due to digitalization. Readers will gain a detailed insight into using innovative revenue and price models to generate a sustainable competitive advantage for their companies. The author uses his cross-industry experience to draw on several examples of innovative digital pricing approaches which can be applied in industrial sectors such as automotive, industrial goods and machinery, as well as service sectors like telecommunications, transportation and tourism bicssc bisacsh Business information services Management Sales management Marketing Hardcover, Softcover / Wirtschaft/Werbung, Marketing Erscheint auch als Online-Ausgabe 978-3-031-24591-6 Digitalisierung UB Bamberg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=034999370&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Frohmann, Frank 1966- Digital pricing a guide to strategic pricing for the digital economy bicssc bisacsh Business information services Management Sales management Marketing |
| title | Digital pricing a guide to strategic pricing for the digital economy |
| title_auth | Digital pricing a guide to strategic pricing for the digital economy |
| title_exact_search | Digital pricing a guide to strategic pricing for the digital economy |
| title_exact_search_txtP | Digital Pricing A Guide to Strategic Pricing for the Digital Economy |
| title_full | Digital pricing a guide to strategic pricing for the digital economy Frank Frohmann |
| title_fullStr | Digital pricing a guide to strategic pricing for the digital economy Frank Frohmann |
| title_full_unstemmed | Digital pricing a guide to strategic pricing for the digital economy Frank Frohmann |
| title_short | Digital pricing |
| title_sort | digital pricing a guide to strategic pricing for the digital economy |
| title_sub | a guide to strategic pricing for the digital economy |
| topic | bicssc bisacsh Business information services Management Sales management Marketing |
| topic_facet | bicssc bisacsh Business information services Management Sales management Marketing |
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