Innovation in Pricing (eBook, PDF)

Contemporary Theories and Best Practices
Redaktion: Hinterhuber, Andreas; Liozu, Stephan

• Format: PDF

Produktbeschreibung

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.

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Produktdetails

• Verlag: Taylor & Francis
• Seitenzahl: 424
• Erscheinungstermin: 8. August 2017
• Englisch
• ISBN-13: 9781351732369
• Artikelnr.: 49040749

Autorenporträt

Edited by Andreas Hinterhuber, Stephan Liozu

Inhaltsangabe

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