Holdings: Innovation in pricing

Innovation in pricing: contemporary theories and best practices

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Bibliographic Details
Other Authors:	Hinterhuber, Andreas (Editor), Liozu, Stephan (Editor)
Format:	Book
Language:	English
Published:	London Routledge, Taylor & Francis Group 2018
Edition:	Second edition
Subjects:	Preispolitik Pricing Marketing / Technological innovations Aufsatzsammlung
Online Access:	Inhaltsverzeichnis
Physical Description:	xvii, 406 Seiten Illustrationen, Diagramme
ISBN:	9781138738256 9781138738270

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MARC


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Record in the Search Index

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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
topic	Preispolitik (DE-588)4047118-4 gnd
topic_facet	Preispolitik Aufsatzsammlung
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