This book provides a concrete guide on how to execute strategic pricing to excel in an increasingly dynamic and digitised business environment, while developing and deepening relations with contract partners. The secret lies in crafting innovative price models that reward joint value creation in accordance with the business model, rather than engaging in confrontative zero-sum pricing reasoning.

Strategic and Innovative Pricing: Price Models for a Digital Economy provides hands-on tools that are applied on three interconnected levels of analysis. It illustrates how to explore the business ecology to understand its dynamics and how digitisation enables it to prosper and demonstrates how to construct a viable business model that enables an organisation to navigate in its vibrant ecology. Finally, and most importantly, it shows how to use innovative price models to realize and monetise the business model and its value offering, making the organisation and its partnerships sustainable.

Models pertaining to the three levels of analyses are applied in rich case studies and examples from different countries, and the book includes guidelines on how to use them. Special attention is paid to digitisation as an underlying theme, making this book of interest to researchers, academics, and students in the fields of strategic management and technology & innovation management.

chapter 1|8 pages

A New Perspective on Pricing

part I|87 pages

Theory and Conceptual Models

chapter 3|20 pages

Business Models

chapter 4|25 pages

Price Models

chapter 5|22 pages

Cost and Its Relation to Pricing

part II|66 pages

Cases and Examples

chapter 6|28 pages

Innovative Price Models and Digitisation

chapter 8|15 pages

Strategic and Innovative Pricing in a Born-Digital Company

The Pickit Case

chapter 9|12 pages

Conclusion, Discussion and Way Forward