Innovation in pricing: contemporary theories and best practices
Gespeichert in:
| Weitere Verfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
London
Routledge, Taylor & Francis Group
2018
|
| Ausgabe: | Second edition |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | xvii, 406 Seiten Illustrationen, Diagramme |
| ISBN: | 9781138738256 9781138738270 |
Internformat
MARC
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| 653 | 0 | |a Marketing / Technological innovations | |
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Datensatz im Suchindex
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|---|---|
| adam_text | Contents
L ist of figures viii
List of tables xi
About the editors xii
List of contributors xiii
PARTI
Introduction 1
1 Innovation in pricing: introduction 3
ANDREAS HINTERHUBER AND STEPHAN M. LIOZU
2 Is innovation in pricing your next source of
competitive advantage? 11
ANDREAS HINTERHUBER AND STEPHAN M. LIOZU
PART II
Innovation in organizing the pricing function 29
3 The organizational design of the pricing function in firms:
a center-led management approach 31
STEPHAN M. LIOZU AND KELLIE ECKER
4 Organizational barriers and the implementation of customer
value map analysis: a case study of a global manufacturing
firm in the polymer technology industry 54
NIKLAS HALLBERG AND LINN ANDERSSON
5 CEO championing of pricing and the impact on firm
performance 72
STEPHAN M. LIOZU, ANDREAS HINTERHUBER, SHERI PERELLI
AND TONI SOMERS
6 Who is in charge of value? The emerging role of Chief
Value Officer 103
RONALD J. BAKER AND STEPHAN M. LiOZU
7 Interview: how a vice president of value can drive profits
in B2B 123
ANDREAS HINTERHUBER AND TODD SNELGROVE
8 B2B pricing systems: proving ROI 137
MARK STIVING
PART III
Innovation in pricing strategy 145
9 Ten considerations for your pricing model innovation process 147
STEPHAN M. LIOZU AND KATIE RICHARDSON
10 Effective pricing strategies in B2B markets 155
RAFAEL FARRES
11 Why segmentation matters 174
LINDA TREVENEN
12 The five fundamental value factors 190
RALF DREWS
13 Pricing processes in fast-paced business-to-business settings 205
MAGNUS JOHANSSON
14 Pricing due diligence in the mergers and acquisition process 219
DAVID DVORIN, JERED HAEDT AND VERNON LENNON
15 Busting the four fatal myths in pricing 238
NELSON HYDE
16 Creating, calculating and communicating customer value:
how companies can set premium prices that customers are
willing and able to pay 248
TODD SNELGROVE
17 Pricing strategies for recessionary times 261
FERNANDO RESENDE
PART IV 267
Innovation in pricing tactics
18 Using economic value communication to bend
business-to-business buyers’ value perceptions 269
CHRISTOPHER D. PROVINES
19 Value: distilling the essence 286
HARRY MACDIVITT
20 Innovation in estimating willingness to pay 302
NEIL BIEHN AND CRAIG ZAWADA
21 Cross-functional collaboration in value-based pricing 313
STEVEN FORTH
22 Winning on the margin: the B2B value imperative 325
MIKE MOORMAN
PART V 347
Psychological aspects of pricing
23 Behavioral aspects of pricing 349
BEN LOWE, JULIAN LOWE AND DAVID LYNCH
24 Research on odd prices: dead end or field of potential
innovation? 370
CARMEN BALAN
PART VI
The next frontier 389
25 The next frontier of the pricing profession 391
KEVIN MITCHELL
Index
399
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| spelling | Innovation in pricing contemporary theories and best practices edited by Andreas Hinterhuber and Stephan M. Liozu Second edition London Routledge, Taylor & Francis Group 2018 xvii, 406 Seiten Illustrationen, Diagramme txt rdacontent n rdamedia nc rdacarrier Preispolitik (DE-588)4047118-4 gnd rswk-swf Pricing Marketing / Technological innovations (DE-588)4143413-4 Aufsatzsammlung gnd-content Preispolitik (DE-588)4047118-4 s DE-604 Hinterhuber, Andreas (DE-588)171422589 edt Liozu, Stephan (DE-588)1059319721 edt Erscheint auch als Online-Ausgabe 978-1-315-18484-5 Digitalisierung UB Augsburg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=029882472&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Innovation in pricing contemporary theories and best practices Preispolitik (DE-588)4047118-4 gnd |
| subject_GND | (DE-588)4047118-4 (DE-588)4143413-4 |
| title | Innovation in pricing contemporary theories and best practices |
| title_auth | Innovation in pricing contemporary theories and best practices |
| title_exact_search | Innovation in pricing contemporary theories and best practices |
| title_full | Innovation in pricing contemporary theories and best practices edited by Andreas Hinterhuber and Stephan M. Liozu |
| title_fullStr | Innovation in pricing contemporary theories and best practices edited by Andreas Hinterhuber and Stephan M. Liozu |
| title_full_unstemmed | Innovation in pricing contemporary theories and best practices edited by Andreas Hinterhuber and Stephan M. Liozu |
| title_short | Innovation in pricing |
| title_sort | innovation in pricing contemporary theories and best practices |
| title_sub | contemporary theories and best practices |
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| topic_facet | Preispolitik Aufsatzsammlung |
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