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