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      Innovation in Pricing
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      Book

      Innovation in Pricing

      DOI link for Innovation in Pricing

      Innovation in Pricing book

      Contemporary Theories and Best Practices

      Innovation in Pricing

      DOI link for Innovation in Pricing

      Innovation in Pricing book

      Contemporary Theories and Best Practices
      Edited ByAndreas Hinterhuber, Stephan Liozu
      Edition 1st Edition
      First Published 2012
      eBook Published 20 September 2012
      Pub. Location London
      Imprint Routledge
      DOI https://doi.org/10.4324/9780203085684
      Pages 440
      eBook ISBN 9780203085684
      Subjects Economics, Finance, Business & Industry
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      Hinterhuber, A., & Liozu, S. (Eds.). (2012). Innovation in Pricing: Contemporary Theories and Best Practices (1st ed.). Routledge. https://doi.org/10.4324/9780203085684

      ABSTRACT

      Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as a main basis for setting prices. Product or business model innovation has a high priority for many companies whereas innovation in pricing has received scant attention. This book examines how innovation in pricing can drive profits.

      The text examines innovation in pricing from four complementary perspectives. Innovation in Pricing Strategy illustrates how companies implement innovative pricing strategies, such as customer value-based pricing. Innovation in Pricing Tactics deals with innovative tools to measure and increase customer willingness to pay and to communicate value to B2B and B2C customers. Innovation in Organizing the Pricing Function looks at state-of-the art approaches to embed the pricing function in the organization. Psychological Aspects of Pricing illustrates how companies can influence customer perceptions of value and price in their question to implement innovation in pricing.

      This edited volume brings together 26 articles from academics, business practitioners and consultants. Authors are from the world’s largest companies, leading research-based universities and consulting companies specialized in pricing.

      This book is the only book dedicated to innovation in pricing and an essential read for business executives and pricing managers wishing to treat innovation in pricing as seriously as they treat product or business model innovation.

      TABLE OF CONTENTS

      part |2 pages

      PART I Introduction

      chapter 1|22 pages

      Innovation in pricing: Introduction

      ByAndreas Hinterhuber, Stephan M. Liozu

      part |2 pages

      PART II Innovation in organizing the pricing function

      chapter 2|19 pages

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

      ByStephan M. Liozu, Kellie Ecker

      chapter 3|21 pages

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

      ByNiklas L. Hallberg, Linn Andersson

      chapter 4|32 pages

      CEO championing of pricing and the impact on firm performance

      ByStephan M. Liozu, Andreas Hinterhuber, Sheri Perelli, Toni M. Somers

      chapter 5|20 pages

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

      ByRonald J. Baker, Stephan M. Liozu

      chapter 6|10 pages

      B2B pricing systems: proving ROI Mark Stiving

      part |2 pages

      PART III Innovation in pricing strategy

      chapter 7|20 pages

      Innovation in B2B pricing

      ByRafael Farrés

      chapter 8|13 pages

      Why segmentation matters

      ByLinda Trevenen

      chapter 9|14 pages

      The five fundamental value factors

      ByRalf Drews

      chapter 10|5 pages

      The journey to pricing excellence: the case of a mid-sized manufacturing firm

      ByW. Michael Crouch, Greg Hunsicker

      chapter 11|14 pages

      Pricing processes in fast paced business-to-business settings

      ByMagnus Johansson

      chapter 12|20 pages

      Pricing due diligence in the mergers and acquisition process

      ByDavid Dvorin, Jered W. Haedt, Vernon E. Lennon

      chapter 13|11 pages

      Busting the four fatal myths in pricing

      ByNelson Hyde

      chapter 14|13 pages

      Creating and communicating customer value: how companies can set premium prices that customers are willing to pay

      ByTodd Snelgrove

      chapter 15|4 pages

      Pricing strategies for recessionary times

      ByFernando Resende

      chapter 16|8 pages

      A zero-based approach to the pricing strategy

      ByRoberto Bedotto

      part |2 pages

      PART IV Innovation in pricing tactics

      chapter 17|18 pages

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

      ByChristopher D. Provines

      chapter 18|15 pages

      Value: distilling the essence

      chapter 19|10 pages

      Innovations in determining willingness-to-pay for B2B companies

      ByNeil Biehn, Craig Zawada

      chapter 20|12 pages

      Cross-functional collaboration in value-based pricing

      BySteven Forth

      chapter 21|13 pages

      Implementing effective pricing strategies: tools for tracking prices

      ByRichard Coppoolse

      chapter 22|21 pages

      Winning on the margin: the B2B value imperative

      ByMike Moorman

      chapter 23|11 pages

      The thick and thin tails of pricing

      ByDarren Huxol

      part |2 pages

      PART V Psychological aspects of pricing

      chapter 24|19 pages

      Behavioral aspects of pricing

      ByBen Lowe, Julian Lowe, David Lynch

      chapter 25|17 pages

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

      ByCarmen Balan

      chapter 26|8 pages

      Applying consumer psychology to software pricing

      part |2 pages

      PART VI The next frontier

      chapter 27|7 pages

      The next frontier of the pricing profession

      ByKevin Mitchell
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