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 articles and interviews with the world's leading academics, business practitioners and consultants in the field. 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.…mehr
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 articles and interviews with the world's leading academics, business practitioners and consultants in the field. 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.
1. Innovation in pricing: introduction Andreas Hinterhuber and Stephan M. Liozu 2. Is innovation in pricing your next source of competitive advantage? Andreas Hinterhuber and Stephan M. Liozu 3. The organizational design of the pricing function in firms: a center-led management approach Stephan M. Liozu and Kellie Ecker 4. 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 5. CEO championing of pricing and the impact on firm performance Stephan M. Liozu, Andreas Hinterhuber, Sheri Perelli and Toni Somers 6. Who is in charge of value? The emerging role of Chief Value Officer Ronald J. Baker and Stephan M. Liozu 7. Interview: how a vice president of value can drive profits in B2B Andreas Hinterhuber and Todd Snelgrove 8. B2B pricing systems: proving ROI Mark Stiving 9. Ten considerations for your priving model innovation process Stephan M. Liozu and Katie Richardson 10. Effective pricing strategies in B2B markets Rafel Farres 11. Why segmentation matters Linda Trevenen 12. The five fundamental value factors Ralf Drews 13. Pricing processes in fast-paced business-to-business settings Magnus Johansson 14. Pricing due diligence in the mergers and acquisition process David Dvorin, Jered Haedt and Vernon Lennon 15. Busting the four fatal myths in pricing Nelson Hyde 16. Creating, calculating and communicating customer value: how compaies can set premium prices that customers are willing and able to pay Todd Snelgrove 17. Pricing strategies for recessionary times Fernando Resende 18. Using economic value communication to bend business-to-business buyers' value perceptions Christopher D. Provines 19. Value: distilling the essence Harry Macdivitt 20. Innovation in estimating willingness to pay Niels Biehn and Craig Zawada 21. Cross-functional collaboration in value-based pricing Steven Forth 22. Winning on the margin: the B2B value imperative Mike Moorman 23. Behavioral aspects of pricing Ben Lowe, Julian Lowe and David Lynch 24. Research on odd prices: dead end or field of potential innovation? Carmen Balan 25. The next frontier of the pricing profession Kevin Mitchell
1. Innovation in pricing: introduction Andreas Hinterhuber and Stephan M. Liozu 2. Is innovation in pricing your next source of competitive advantage? Andreas Hinterhuber and Stephan M. Liozu 3. The organizational design of the pricing function in firms: a center-led management approach Stephan M. Liozu and Kellie Ecker 4. 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 5. CEO championing of pricing and the impact on firm performance Stephan M. Liozu, Andreas Hinterhuber, Sheri Perelli and Toni Somers 6. Who is in charge of value? The emerging role of Chief Value Officer Ronald J. Baker and Stephan M. Liozu 7. Interview: how a vice president of value can drive profits in B2B Andreas Hinterhuber and Todd Snelgrove 8. B2B pricing systems: proving ROI Mark Stiving 9. Ten considerations for your priving model innovation process Stephan M. Liozu and Katie Richardson 10. Effective pricing strategies in B2B markets Rafel Farres 11. Why segmentation matters Linda Trevenen 12. The five fundamental value factors Ralf Drews 13. Pricing processes in fast-paced business-to-business settings Magnus Johansson 14. Pricing due diligence in the mergers and acquisition process David Dvorin, Jered Haedt and Vernon Lennon 15. Busting the four fatal myths in pricing Nelson Hyde 16. Creating, calculating and communicating customer value: how compaies can set premium prices that customers are willing and able to pay Todd Snelgrove 17. Pricing strategies for recessionary times Fernando Resende 18. Using economic value communication to bend business-to-business buyers' value perceptions Christopher D. Provines 19. Value: distilling the essence Harry Macdivitt 20. Innovation in estimating willingness to pay Niels Biehn and Craig Zawada 21. Cross-functional collaboration in value-based pricing Steven Forth 22. Winning on the margin: the B2B value imperative Mike Moorman 23. Behavioral aspects of pricing Ben Lowe, Julian Lowe and David Lynch 24. Research on odd prices: dead end or field of potential innovation? Carmen Balan 25. The next frontier of the pricing profession Kevin Mitchell
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