Getting price right :: the behavioral economics of profitable pricing /
"Managerial pricing decisions lead to surprisingly counterintuitive-seemingly irrational-behaviors, often contradicting what traditional economics predicts. However, sometimes these misunderstood behaviors are in fact more rational than they appear. How do leaders, managers, and proprietors go...
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
New York :
Columbia University Press,
[2021]
|
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Zusammenfassung: | "Managerial pricing decisions lead to surprisingly counterintuitive-seemingly irrational-behaviors, often contradicting what traditional economics predicts. However, sometimes these misunderstood behaviors are in fact more rational than they appear. How do leaders, managers, and proprietors go about the essential task of setting prices? What biases enter into this process, and why? How can a business remove biases from its price setting to become more productive, strategic, and profitable? Combining perceptive insights from behavioral economics with leading-edge ideas on price management, this book offers a new approach to pricing. Gerald Smith demonstrates why understanding, reframing, and refining everyday pricing processes-one's pricing orientation-results in a better long-term pricing strategy. He explores how pricing actually happens in practice and shows how to identify and remove the psychological blinders that cause suboptimal decisions and policies. Smith details how to improve pricing orientation by combining the soft behavioral skills that intuitively shape and refine practice with the hard analytic skills that guide and structure pricing strategy. The result is more rational and more profitable pricing-with respect not only to revenue but also employee productivity and customer satisfaction. Offering an accessible and actionable model, Getting Price Right is the first book to apply behavioral economics to managerial price setting. It is a must-read for business leaders, thought leaders, and professionals interested in advances in pricing and for managers, entrepreneurs, proprietors, and small and midsize business owners whose everyday work involves pricing"-- |
| Beschreibung: | 1 online resource (ix, 340 pages) : illustrations |
| Bibliographie: | Includes bibliographical references and index. |
| ISBN: | 9780231549073 0231549075 |
Internformat
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| 100 | 1 | |a Smith, Gerald, |d 1953- |e author. | |
| 245 | 1 | 0 | |a Getting price right : |b the behavioral economics of profitable pricing / |c Gerald Smith. |
| 264 | 1 | |a New York : |b Columbia University Press, |c [2021] | |
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| 504 | |a Includes bibliographical references and index. | ||
| 505 | 0 | |a Part I. Behavioral economics of everyday pricing decisions. Pricing orientation, pricing strategy -- Framing and strategic frames of reference -- Psychological pricing orientation : psychological price-setting biases and skills -- Social pricing orientation : cultural price-setting biases and skills -- Part II. Behavioral economics of cardinal pricing orientations. Cost-driven pricing orientation biases and skills -- Customer value-driven pricing orientation biases and skills -- Customer willingness-to-pay-driven pricing orientation biases and skills -- Competition-driven pricing orientation biases and skills -- Balanced pricing orientations, profitable pricing strategy. | |
| 520 | |a "Managerial pricing decisions lead to surprisingly counterintuitive-seemingly irrational-behaviors, often contradicting what traditional economics predicts. However, sometimes these misunderstood behaviors are in fact more rational than they appear. How do leaders, managers, and proprietors go about the essential task of setting prices? What biases enter into this process, and why? How can a business remove biases from its price setting to become more productive, strategic, and profitable? Combining perceptive insights from behavioral economics with leading-edge ideas on price management, this book offers a new approach to pricing. Gerald Smith demonstrates why understanding, reframing, and refining everyday pricing processes-one's pricing orientation-results in a better long-term pricing strategy. He explores how pricing actually happens in practice and shows how to identify and remove the psychological blinders that cause suboptimal decisions and policies. Smith details how to improve pricing orientation by combining the soft behavioral skills that intuitively shape and refine practice with the hard analytic skills that guide and structure pricing strategy. The result is more rational and more profitable pricing-with respect not only to revenue but also employee productivity and customer satisfaction. Offering an accessible and actionable model, Getting Price Right is the first book to apply behavioral economics to managerial price setting. It is a must-read for business leaders, thought leaders, and professionals interested in advances in pricing and for managers, entrepreneurs, proprietors, and small and midsize business owners whose everyday work involves pricing"-- |c Provided by publisher. | ||
| 588 | |a Description based on online resource; title from digital title page (viewed on November 02, 2021). | ||
| 650 | 0 | |a Pricing. |0 http://id.loc.gov/authorities/subjects/sh85106617 | |
| 650 | 0 | |a Economics |x Psychological aspects. |0 http://id.loc.gov/authorities/subjects/sh85040859 | |
| 650 | 0 | |a Price fixing. |0 http://id.loc.gov/authorities/subjects/sh87000912 | |
| 650 | 6 | |a Prix |x Fixation. | |
| 650 | 6 | |a Économie politique |x Aspect psychologique. | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Consumer Behavior |2 bisacsh | |
| 650 | 7 | |a Price fixing |2 fast | |
| 650 | 7 | |a Economics |x Psychological aspects |2 fast | |
| 650 | 7 | |a Pricing |2 fast | |
| 758 | |i has work: |a Getting price right (Text) |1 https://id.oclc.org/worldcat/entity/E39PCGGKtvGXFbhGqmYG8XwCjP |4 https://id.oclc.org/worldcat/ontology/hasWork | ||
| 776 | 0 | 8 | |i Print version: |a Smith, Gerald E., 1953- |t Getting price right |d New York : Columbia University Press, [2021] |z 9780231190701 |w (DLC) 2021011180 |
| 856 | 4 | 0 | |l FWS01 |p ZDB-4-EBU |q FWS_PDA_EBU |u https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=2700023 |3 Volltext |
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Datensatz im Suchindex
| DE-BY-FWS_katkey | ZDB-4-EBU-on1243908594 |
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| adam_text | |
| any_adam_object | |
| author | Smith, Gerald, 1953- |
| author_facet | Smith, Gerald, 1953- |
| author_role | aut |
| author_sort | Smith, Gerald, 1953- |
| author_variant | g s gs |
| building | Verbundindex |
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| callnumber-first | H - Social Science |
| callnumber-label | HF5416 |
| callnumber-raw | HF5416.5 .S583 2021 |
| callnumber-search | HF5416.5 .S583 2021 |
| callnumber-sort | HF 45416.5 S583 42021 |
| callnumber-subject | HF - Commerce |
| collection | ZDB-4-EBU |
| contents | Part I. Behavioral economics of everyday pricing decisions. Pricing orientation, pricing strategy -- Framing and strategic frames of reference -- Psychological pricing orientation : psychological price-setting biases and skills -- Social pricing orientation : cultural price-setting biases and skills -- Part II. Behavioral economics of cardinal pricing orientations. Cost-driven pricing orientation biases and skills -- Customer value-driven pricing orientation biases and skills -- Customer willingness-to-pay-driven pricing orientation biases and skills -- Competition-driven pricing orientation biases and skills -- Balanced pricing orientations, profitable pricing strategy. |
| ctrlnum | (OCoLC)1243908594 |
| dewey-full | 658.8/16 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8/16 |
| dewey-search | 658.8/16 |
| dewey-sort | 3658.8 216 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| id | ZDB-4-EBU-on1243908594 |
| illustrated | Illustrated |
| indexdate | 2024-11-26T14:49:39Z |
| institution | BVB |
| isbn | 9780231549073 0231549075 |
| language | English |
| lccn | 2021011181 |
| oclc_num | 1243908594 |
| open_access_boolean | |
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| owner_facet | MAIN DE-863 DE-BY-FWS |
| physical | 1 online resource (ix, 340 pages) : illustrations |
| psigel | ZDB-4-EBU |
| publishDate | 2021 |
| publishDateSearch | 2021 |
| publishDateSort | 2021 |
| publisher | Columbia University Press, |
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| spelling | Smith, Gerald, 1953- author. Getting price right : the behavioral economics of profitable pricing / Gerald Smith. New York : Columbia University Press, [2021] 1 online resource (ix, 340 pages) : illustrations text txt rdacontent computer c rdamedia online resource cr rdacarrier Includes bibliographical references and index. Part I. Behavioral economics of everyday pricing decisions. Pricing orientation, pricing strategy -- Framing and strategic frames of reference -- Psychological pricing orientation : psychological price-setting biases and skills -- Social pricing orientation : cultural price-setting biases and skills -- Part II. Behavioral economics of cardinal pricing orientations. Cost-driven pricing orientation biases and skills -- Customer value-driven pricing orientation biases and skills -- Customer willingness-to-pay-driven pricing orientation biases and skills -- Competition-driven pricing orientation biases and skills -- Balanced pricing orientations, profitable pricing strategy. "Managerial pricing decisions lead to surprisingly counterintuitive-seemingly irrational-behaviors, often contradicting what traditional economics predicts. However, sometimes these misunderstood behaviors are in fact more rational than they appear. How do leaders, managers, and proprietors go about the essential task of setting prices? What biases enter into this process, and why? How can a business remove biases from its price setting to become more productive, strategic, and profitable? Combining perceptive insights from behavioral economics with leading-edge ideas on price management, this book offers a new approach to pricing. Gerald Smith demonstrates why understanding, reframing, and refining everyday pricing processes-one's pricing orientation-results in a better long-term pricing strategy. He explores how pricing actually happens in practice and shows how to identify and remove the psychological blinders that cause suboptimal decisions and policies. Smith details how to improve pricing orientation by combining the soft behavioral skills that intuitively shape and refine practice with the hard analytic skills that guide and structure pricing strategy. The result is more rational and more profitable pricing-with respect not only to revenue but also employee productivity and customer satisfaction. Offering an accessible and actionable model, Getting Price Right is the first book to apply behavioral economics to managerial price setting. It is a must-read for business leaders, thought leaders, and professionals interested in advances in pricing and for managers, entrepreneurs, proprietors, and small and midsize business owners whose everyday work involves pricing"-- Provided by publisher. Description based on online resource; title from digital title page (viewed on November 02, 2021). Pricing. http://id.loc.gov/authorities/subjects/sh85106617 Economics Psychological aspects. http://id.loc.gov/authorities/subjects/sh85040859 Price fixing. http://id.loc.gov/authorities/subjects/sh87000912 Prix Fixation. Économie politique Aspect psychologique. BUSINESS & ECONOMICS / Consumer Behavior bisacsh Price fixing fast Economics Psychological aspects fast Pricing fast has work: Getting price right (Text) https://id.oclc.org/worldcat/entity/E39PCGGKtvGXFbhGqmYG8XwCjP https://id.oclc.org/worldcat/ontology/hasWork Print version: Smith, Gerald E., 1953- Getting price right New York : Columbia University Press, [2021] 9780231190701 (DLC) 2021011180 FWS01 ZDB-4-EBU FWS_PDA_EBU https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=2700023 Volltext |
| spellingShingle | Smith, Gerald, 1953- Getting price right : the behavioral economics of profitable pricing / Part I. Behavioral economics of everyday pricing decisions. Pricing orientation, pricing strategy -- Framing and strategic frames of reference -- Psychological pricing orientation : psychological price-setting biases and skills -- Social pricing orientation : cultural price-setting biases and skills -- Part II. Behavioral economics of cardinal pricing orientations. Cost-driven pricing orientation biases and skills -- Customer value-driven pricing orientation biases and skills -- Customer willingness-to-pay-driven pricing orientation biases and skills -- Competition-driven pricing orientation biases and skills -- Balanced pricing orientations, profitable pricing strategy. Pricing. http://id.loc.gov/authorities/subjects/sh85106617 Economics Psychological aspects. http://id.loc.gov/authorities/subjects/sh85040859 Price fixing. http://id.loc.gov/authorities/subjects/sh87000912 Prix Fixation. Économie politique Aspect psychologique. BUSINESS & ECONOMICS / Consumer Behavior bisacsh Price fixing fast Economics Psychological aspects fast Pricing fast |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85106617 http://id.loc.gov/authorities/subjects/sh85040859 http://id.loc.gov/authorities/subjects/sh87000912 |
| title | Getting price right : the behavioral economics of profitable pricing / |
| title_auth | Getting price right : the behavioral economics of profitable pricing / |
| title_exact_search | Getting price right : the behavioral economics of profitable pricing / |
| title_full | Getting price right : the behavioral economics of profitable pricing / Gerald Smith. |
| title_fullStr | Getting price right : the behavioral economics of profitable pricing / Gerald Smith. |
| title_full_unstemmed | Getting price right : the behavioral economics of profitable pricing / Gerald Smith. |
| title_short | Getting price right : |
| title_sort | getting price right the behavioral economics of profitable pricing |
| title_sub | the behavioral economics of profitable pricing / |
| topic | Pricing. http://id.loc.gov/authorities/subjects/sh85106617 Economics Psychological aspects. http://id.loc.gov/authorities/subjects/sh85040859 Price fixing. http://id.loc.gov/authorities/subjects/sh87000912 Prix Fixation. Économie politique Aspect psychologique. BUSINESS & ECONOMICS / Consumer Behavior bisacsh Price fixing fast Economics Psychological aspects fast Pricing fast |
| topic_facet | Pricing. Economics Psychological aspects. Price fixing. Prix Fixation. Économie politique Aspect psychologique. BUSINESS & ECONOMICS / Consumer Behavior Price fixing Economics Psychological aspects Pricing |
| url | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=2700023 |
| work_keys_str_mv | AT smithgerald gettingpricerightthebehavioraleconomicsofprofitablepricing |