The Oxford Handbook of Pricing Management Oxford Handbooks Series

The Oxford Handbook of Pricing Management is a comprehensive guide to the theory and practice of pricing across industries, environments, and methodologies. The Handbook illustrates the wide variety of pricing approaches that are used in different industries. It also covers the diverse range of methodologies that are needed to support pricing decisions across these different industries. It includes more than 30 chapters written by pricing leaders from industry, consulting, and academia. It explains how pricing is actually performed in a range of industries, from airlines and internet advertising to electric power and health care. The volume covers the fundamental principles of pricing, such as price theory in economics, models of consumer demand, game theory, and behavioural issues in pricing, as well as specific pricing tactics such as customized pricing, nonlinear pricing, dynamic pricing, sales promotions, markdown management, revenue management, and auction pricing. In addition, there are articles on the key issues involved in structuring and managing a pricing organization, setting a global pricing strategy, and pricing in business-to-business settings.

Part I. Introduction. 1. Introduction. Part II. Pricing in Selected Industries. 2. Why are Prices Set the Way they Are?. 3. Airline Pricing. 4. Electric Power Pricing. 5. Health Care Pricing in the United States: The Case of Hospitals. 6. Pricing in Restaurants. 7. Pricing of On-line Display Advertising. 8. Consumer Credit Pricing. 9. Wireless Services Pricing in the US. 10. For What IT's Worth: Pricing Internal IT Services. 11. Television Advertisement Pricing in the US. 12. Pricing in the Cruise Line Industry. 13. Less-than-Truckload Pricing. 14. Pricing in the North American Protein Industry. 15. Wine Pricing in the United States. 16. Pricing and Sales Practices in the Grand Bazaar of Istanbul. Part III. Pricing Fundamentals. 17. Price Theory in Economics. 18. Models of Demand. 19. Game Theory Models of Pricing. 20. Behavioral Issues in Pricing Management. Part IV. Pricing Tactics. 21. Customized Pricing. 22. Nonlinear Pricing. 23. Dynamic List Pricing. 24. Sales Promotions. 25. Markdown Management. 26. Revenue Management. 27. Auction Pricing. 28. Service Engineering: Design and Pricing of Service Features. 29. Pricing in Business-to-Business Contracts: Sharing Risk, Profit, and Information. 30. Joint Pricing and Inventory Management. Part V. Organization and Processes. 31. Structuring and Managing an Effective Pricing Organization. 32. Global Pricing Strategy. 33. Using Lean Six Sigma to Improve Pricing Execution. 34. Pricing with Confidence in Business-to-Business Settings. Part VI. Current Challenges and Future Prospects. 35. Challenges and Future Prospects for Pricing Management.

Özalp Özer has been a faculty member at Columbia University and Stanford University. His areas of specialization include demand and supply chain management, global production and distribution system design, contract and incentive design, capacity and inventory planning, and pricing management. His articles on these topics have appeared in leading academic journals such as Management Science, and Operations Research. National Science Foundation and Fortune 500 companies have supported his research and teaching activities. He is an active consultant to industries such as high technology, automotive. He has developed and commercialized algorithms that optimize market timing, pricing, and inventory replenishment decisions. He has been invited to present his work at conferences and has given lectures at universities such as Harvard Business School and London Business School. He received his Ph.D. and M.S. degrees from Columbia University. Robert Phillips is also Director of the Center for Pricing and Revenue Management at Columbia University. Dr. Phillips has experience in pricing and revenue management in a wide variety of industries including airlines, hotels, rental cars, automotive, air freight, cruise lines, retail, and financial services. He is the former CEO of Talus Solutions and of Decision Focus Incorporated and the author of the widely used textbook, Pricing and Revenue Optimization. Dr. Phillips has served as a lecturer at Stanford University Business School and has published in many journals. He received his Ph.D. from Stanford University in Engineering Economic Systems.