The price is wrong : understanding what makes a price seem fair and the true cost of unfair pricing / Sarah Maxwell.

Format:

Book

Author/Creator:

Maxwell, Sarah, 1938-

Language:

English

Subjects (All):

Prices.

Pricing.

Physical Description:

xv, 240 pages : illustrations ; 24 cm

Place of Publication:

Hoboken, N.J. : John Wiley & Sons, [2008]

Contents:

Chapter 1 Introduction: "Play fair or I quit!" 3

Chapter 2 History: "A 'just' price is not God-given!" 13

Part II Model

Chapter 3 Model: "Now I'm not just annoyed, I'm furious!" 23

Chapter 4 Norms: "That's wrong, and we all know it!" 31

Chapter 5 Emotions: "You're not being fair and I hate you!" 41

Chapter 6 Expectations: "That price is a rip-off!" 47

Chapter 7 Outcomes: "You should get what you pay for!" 55

Chapter 8 Attributions: "The seller is to blame!" 65

Chapter 9 Process: "Ya gotta play by the rules!" 73

Chapter 10 Punishment: "Revenge is sweet!" 85

Chapter 11 Power: "Beware a customer wronged!" 93

Chapter 12 Trust: "Fair price? I doubt it!" 101

Part III Applications

Chapter 13 Modifications: "Sorry! The rules have changed!" 111

Chapter 14 Tipping: "Just don't stiff the waiter!" 119

Chapter 15 Discrimination: "It's unfair to charge me more than others!" 125

Chapter 16 Negotiations: "Split the difference. That's fair!" 133

Chapter 17 Taxes: "Paying taxes is as American as disliking taxes" 145

Chapter 18 Culture: "But I never ordered any bread!" 155

Chapter 19 Practices: "So how is a company supposed to price fairly?" 165.

Notes:

Includes bibliographical references (pages 213-231) and index.

ISBN:

9780470139097

0470139099

OCLC:

162507374

Online:

Publisher description

Contributor biographical information