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Elgar Encyclopedia of Pricing: (Elgar Encyclopedias in Business and Management series)

Elgar Encyclopedia of Pricing: (Elgar Encyclopedias in Business and Management series)

          
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About the Book

The Elgar Encyclopedia of Pricing presents a holistic view of cutting-edge topics, practical insights, and global perspectives on pricing. In-depth entries cover everything from behavioral pricing and artificial intelligence to sustainability pricing strategies and dynamic online pricing.



This Encyclopedia helps the reader optimize pricing operations and develop effective strategies in a business landscape where pricing decisions are pivotal. Authors use strategic, psychological, cultural, financial, technological, ethical and legal perspectives, covering cross-cultural dimensions to aid businesses operating in diverse markets. Crucially, the Encyclopedia highlights how pricing influences consumer behavior, shapes market dynamics, and drives business outcomes.



This comprehensive Encyclopedia is a vital read for scholars in the dynamic fields of pricing, business analytics, marketing, strategic management, behavioral and experimental economics, economic psychology, finance and industrial economics. The Encyclopedia is conceived as an indispensable reference work for all pricing and marketing managers worldwide, both in B2B and in B2C markets.



Key Features:

  • Incorporates a wealth of data, methodologies and references
  • Examines traditional pricing concepts alongside emerging trends
  • 65 distinct entries written by leading academics and pricing experts
  • Combines empirical research with real-world case studies to provide unparalleled guidance in navigating the intricate world of pricing strategy and management


Table of Contents:
Contents List of contributors viii Foreword xi 1 ‘9’ endings in pricing 1 Robert M. Schindler 2 A social neuromarketing perspective on price negotiations: how biomarkers add to our understanding of negotiation dynamics 6 Willem J. M. I. Verbeke, Richard P. Bagozzi and Frederik Beuk 3 Artificial intelligence for online markets: dynamic pricing and personalized pricing 15 Xiaohang (Flora) Feng and Shunyuan Zhang 4 Assessing willingness to pay for pricing decisions 23 Kamel Jedidi and Robert J. Morais 5 Conjoint analysis: case study 32 Martin Jarmatz 6 Conjoint analysis for measuring willingness to pay 39 Vithala R. Rao 7 Consumer behavior: cross-cultural dimensions 51 Lala Hu 8 Consumer price knowledge 54 Hooman Estelami and Donald R. Lehmann 9 Cross-cultural differences of price perceptions 63 Andreas Hinterhuber 10 Data-driven B2B sales 68 Jochen Böringer and Dieter Kiewell 11 Design thinking in industrial value-based solution selling 71 Hanna Luotola, Magnus Hellström and Magnus Gustafsson 12 Framing price increase as discount: a new deceptive pricing practice in the online marketplace 78 Sungsik Park and Man Xie 13 Freemium 83 Tobias Schaefers 14 Gain-sharing arrangements in value-based pricing: economic and behavioral perspectives 86 Joona Keränen, Anna Salonen and Harri Terho 15 Hypothetical bias: overview and implications for pricing research 93 Milad Haghani 16 Improving pricing operations with Lean Six Sigma pricing 98 Navdeep S. Sodhi 17 Innovation in pricing: Medtronic case study 104 Federico Gavioli, Alberto Andolina, Paolo Cuzzi and Fabio Ancarani 18 Insurance pricing: where prediction meets the business 107 Massimo Cavadini and Davide Murlon 19 International pricing 114 Fabio Ancarani 20 Legal aspects of pricing in the European Union 115 Thomas Zerres and Christopher Zerres 21 Legal aspects of pricing in the US 122 Eugene F. Zelek, Jr. 22 Multi-dimensional (partitioned) pricing 131 Hooman Estelami and Donald R. Lehmann 23 Name-your-own-price 137 Martin Spann and Lucas Stich 24 New product pricing 139 C. Anthony Di Benedetto 25 New product pricing in B2B 143 Kostis Indounas 26 Online dynamic pricing 145 Robert Phillips 27 Organizing for effective and efficient pricing 152 Björn Ivens 28 Outcome-based pricing schemes 161 Stefan Roth and Eduard Stoppel 29 Pay-What-You-Want 164 Martin Spann and Lucas Stich 30 Price elasticity, cross-price elasticity, and advertising elasticity: concepts and summary of prior meta-analytic insights 166 Joseph Korkames and Stefan Stremersch 31 Price elasticity: practical insights 174 Joseph Korkames 32 Price fairness 183 Sven Feurer and Tina von Däniken 33 Price memory and price knowledge 187 Marc Vanhuele 34 Price metrics 189 Christian Schlereth and Bernd Skiera 35 Price mistakes and unintended value 193 Lan Xia 36 Price optimization 197 Dong Soo Kim and Greg M. Allenby 37 Price promotions: a review and peek into the future 201 Hongjun Ye, Jintao Zhang, Youngdai Won and Rajneesh Suri 38 Price strategies and pricing practices 205 Paul T.M. Ingenbleek 39 Price strategies for sustainability 208 Paul T.M. Ingenbleek 40 Price war: who is it good for? 212 Koen Pauwels 41 Price-response functions and their estimation 215 Robert Phillips 42 Pricing: an agenda for CEOs 221 Stephan M. Liozu and Andreas Hinterhuber 43 Pricing and customer lifetime value 233 Markus Husemann-Kopetzky 44 Pricing approaches for servitization success 236 Christian Kowalkowski and Wolfgang Ulaga 45 Pricing capability in B2B 240 Niklas L. Hallberg 46 Pricing in the sharing economy 243 Tobias Schäfers and Sabine Benoit 47 Pricing manager: skills and responsibilities 249 David Brown 48 Pricing research: state of the art and future opportunities 252 Aliomar Lino Mattos, José Carlos Tiomatsu Oyadomari and Fernando Nascimento Zatta 49 Pricing services and solutions in B2B markets 264 Jawwad Z. Raja and Thomas Frandsen 50 Pricing: what every manager should know 267 Andreas Hinterhuber 51 Psychological aspects of price-setting 276 Gerald E. Smith 52 Quantity surcharges 282 Hooman Estelami 53 Revenue management 285 Robert Phillips 54 Sales variance analysis and pricing 291 Evandro Pollono and Rolands Pupkevičs 55 Strategic pricing 301 Thomas T. Nagle 56 The cross-cultural approach to international markets 303 Tiziano Vescovi 57 Value-based pricing: a framework 305 Andreas Hinterhuber 58 Value creation in business-to-business relationships 313 Thomas Ritter and Achim Walter 59 Value proposition: customer centric value innovation 316 Pekka Töytäri 60 Value quantification 322 Andreas Hinterhuber 61 Value quantification: total profit added 328 Todd Snelgrove 62 Value-based selling: an inter-organizational activity integration perspective 334 Pekka Töytäri 63 Willingness to pay for sustainability in B2B and B2C 340 Owais Khan 64 Willingness to pay measurement approaches 343 Klaus M. Miller and Z. John Zhang 65 Willingness to pay (WTP) scales 348 Andreas Hinterhuber


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Product Details
  • ISBN-13: 9781035307302
  • Publisher: Edward Elgar Publishing Ltd
  • Publisher Imprint: Edward Elgar Publishing Ltd
  • Height: 244 mm
  • No of Pages: 372
  • Weight: 25.4 gr
  • ISBN-10: 1035307308
  • Publisher Date: 12 Jul 2024
  • Binding: Hardback
  • Language: English
  • Series Title: Elgar Encyclopedias in Business and Management series
  • Width: 169 mm


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