2nd Edition
Innovation in Pricing Contemporary Theories and Best Practices
Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as their main basis for setting prices. Product or business model innovation has a high priority for many companies, yet innovation in pricing received scant attention until the first edition of this groundbreaking book.
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 cutting-edge academic research and best practice case studies from leading academics, business practitioners and consultants in pricing.
The second edition has been fully revised and updated according to the latest developments in pricing, with:
- revisions to all chapters
- new chapters, including a chapter on business model and pricing model innovation
- a new introduction that makes explicit just what strategic pricing can do for your organization.
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.
- Innovation in pricing: introduction
- Is innovation in pricing your next source of competitive advantage?
- The organizational design of the pricing function in firms: a center-led management approach
- Organizational barriers and the implementation of customer value map analysis: a case study of a global manufacturing firm in the polymer technology industry
- CEO championing of pricing and the impact on firm performance
- Who is in charge of value? The emerging role of Chief Value Officer
- Interview: how a vice president of value can drive profits in B2B
- B2B pricing systems: proving ROI
- Ten considerations for your priving model innovation process
- Effective pricing strategies in B2B markets
- Why segmentation matters
- The five fundamental value factors
- Pricing processes in fast-paced business-to-business settings
- Pricing due diligence in the mergers and acquisition process
- Busting the four fatal myths in pricing
- Creating, calculating and communicating customer value: how compaies can set premium prices that customers are willing and able to pay
- Pricing strategies for recessionary times
- Using economic value communication to bend business-to-business buyers’ value perceptions
- Value: distilling the essence
- Innovation in estimating willingness to pay
- Cross-functional collaboration in value-based pricing
- Winning on the margin: the B2B value imperative
- Behavioral aspects of pricing
- Research on odd prices: dead end or field of potential innovation?
- The next frontier of the pricing profession
Andreas Hinterhuber and Stephan M. Liozu
Andreas Hinterhuber and Stephan M. Liozu
Stephan M. Liozu and Kellie Ecker
Niklas Hallberg and Linn Andersson
Stephan M. Liozu, Andreas Hinterhuber, Sheri Perelli and Toni Somers
Ronald J. Baker and Stephan M. Liozu
Andreas Hinterhuber and Todd Snelgrove
Mark Stiving
Stephan M. Liozu and Katie Richardson
Rafel Farres
Linda Trevenen
Ralf Drews
Magnus Johansson
David Dvorin, Jered Haedt and Vernon Lennon
Nelson Hyde
Todd Snelgrove
Fernando Resende
Christopher D. Provines
Harry Macdivitt
Niels Biehn and Craig Zawada
Steven Forth
Mike Moorman
Ben Lowe, Julian Lowe and David Lynch
Carmen Balan
Kevin Mitchell
Biography
Edited by Andreas Hinterhuber, Stephan Liozu
