Breadcrumbs Section. Click here to navigate to respective pages.
Book

Book
Innovation in Pricing
DOI link for Innovation in Pricing
Innovation in Pricing book
Innovation in Pricing
DOI link for Innovation in Pricing
Innovation in Pricing book
Get Citation
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
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
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
chapter 4|32 pages
CEO championing of pricing and the impact on firm performance
chapter 5|20 pages
Who is in charge of value? The emerging role of Chief Value Officer
part |2 pages
PART III Innovation in pricing strategy
chapter 10|5 pages
The journey to pricing excellence: the case of a mid-sized manufacturing firm
chapter 12|20 pages
Pricing due diligence in the mergers and acquisition process
chapter 14|13 pages
Creating and communicating customer value: how companies can set premium prices that customers are willing to pay
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
chapter 19|10 pages
Innovations in determining willingness-to-pay for B2B companies
chapter 21|13 pages
Implementing effective pricing strategies: tools for tracking prices
part |2 pages
PART V Psychological aspects of pricing
chapter 25|17 pages
Research on odd prices: dead end or field of potential innovation?
part |2 pages
PART VI The next frontier