Innovation in Pricing (2^nd Ed.) Contemporary Theories and Best Practices

Langue : Anglais

Coordonnateurs : Hinterhuber Andreas, Liozu Stephan

Couverture de l’ouvrage Innovation in Pricing

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Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as their main basis for setting prices. Product or business model innovation has a high priority for many companies, yet innovation in pricing received scant attention until the first edition of this groundbreaking book.

This new edition of Innovation in Pricing builds on the success of the first, examining the ways in which pricing innovation can drive profits through cutting-edge academic research and best practice case studies from leading academics, business practitioners and consultants in pricing.

The second edition has been fully revised and updated according to the latest developments in pricing, with:

revisions to all chapters

new chapters, including a chapter on business model and pricing model innovation

a new introduction that makes explicit just what strategic pricing can do for your organization.

This book is the only book dedicated to innovation in pricing and is an essential read for business executives, innovation managers and pricing managers wishing to treat innovation in pricing as seriously as they treat product, service or business model innovation. It is also valuable supplementary reading for advanced students of marketing and sales.

Innovation in pricing: introduction

Andreas Hinterhuber and Stephan M. Liozu

Is innovation in pricing your next source of competitive advantage?

Andreas Hinterhuber and Stephan M. Liozu

The organizational design of the pricing function in firms: a center-led management approach

Stephan M. Liozu and Kellie Ecker

Organizational barriers and the implementation of customer value map analysis: a case study of a global manufacturing firm in the polymer technology industry

Niklas Hallberg and Linn Andersson

CEO championing of pricing and the impact on firm performance

Stephan M. Liozu, Andreas Hinterhuber, Sheri Perelli and Toni Somers

Who is in charge of value? The emerging role of Chief Value Officer

Ronald J. Baker and Stephan M. Liozu

Interview: how a vice president of value can drive profits in B2B

Andreas Hinterhuber and Todd Snelgrove

B2B pricing systems: proving ROI

Mark Stiving

Ten considerations for your priving model innovation process

Stephan M. Liozu and Katie Richardson

Effective pricing strategies in B2B markets

Rafel Farres

Why segmentation matters

Linda Trevenen

The five fundamental value factors

Ralf Drews

Pricing processes in fast-paced business-to-business settings

Magnus Johansson

Pricing due diligence in the mergers and acquisition process

David Dvorin, Jered Haedt and Vernon Lennon

Busting the four fatal myths in pricing

Nelson Hyde

Creating, calculating and communicating customer value: how compaies can set premium prices that customers are willing and able to pay

Todd Snelgrove

Pricing strategies for recessionary times

Fernando Resende

Using economic value communication to bend business-to-business buyers’ value perceptions

Christopher D. Provines

Value: distilling the essence

Harry Macdivitt

Innovation in estimating willingness to pay

Niels Biehn and Craig Zawada

Cross-functional collaboration in value-based pricing

Steven Forth

Winning on the margin: the B2B value imperative

Mike Moorman

Behavioral aspects of pricing

Ben Lowe, Julian Lowe and David Lynch

Research on odd prices: dead end or field of potential innovation?

Carmen Balan

The next frontier of the pricing profession

Kevin Mitchell

Postgraduate and Professional

Edited by Andreas Hinterhuber, Stephan Liozu