Elgar encyclopedia of pricing / edited by Andreas Hinterhuber (Associate Professor of Marketing, Venice School of Management, Università Ca' Foscari, Venice, Italy and Equity Partner, Hinterhuber and Partners, Innsbruck, Austria).

Format:

Book

Contributor:

Hinterhuber, Andreas, editor.

Edward Elgar Publishing, publisher.

Series:

Elgar encyclopedias in business and management series

Elgar encyclopedias in business and management

Language:

English

Subjects (All):

Pricing--Encyclopedias.

Pricing.

Pricing--Decision making--Encyclopedias.

Price regulation--Encyclopedias.

Price regulation.

Genre:

Electronic books.

Physical Description:

1 online resource (372 pages)

Place of Publication:

Northampton : Edward Elgar Publishing, 2024.

Summary:

"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"-- Provided by publisher.

Contents:

Contents: List of contributors

Foreword

1. '9' endings in pricing / Robert M. Schindler

2. A social neuromarketing perspective on price negotiations: How biomarkers add to our understanding of negotiation dynamics / Willem J. M. I. Verbeke, Richard P. Bagozzi and Frederik Beuk

3. Artificial intelligence for online markets: Dynamic pricing and personalized pricing / Xiaohang (Flora) Feng and Shunyuan Zhang

4. Assessing willingness to pay for pricing decisions / Kamel Jedidi and Robert J. Morais

5. Conjoint analysis: Case study / Martin Jarmatz

6. Conjoint analysis for measuring willingness to pay / Vithala R. Rao

7. Consumer behavior: Cross-cultural dimensions / Lala Hu

8. Consumer price knowledge / Hooman Estelami and Donald R. Lehmann

9. Cross-cultural differences of price perceptions / Andreas Hinterhuber

10. Data-driven b2b sales / Jochen Böringer and Dieter Kiewell

11. Design thinking in industrial value-based solution selling / Hanna Luotola, Magnus Hellström and Magnus Gustafsson

12. Framing price increase as discount: A new deceptive pricing practice in the online marketplace / Sungsik Park and Man Xie

13. Freemium / Tobias Schaefers

14. Gain-sharing arrangements in value-based pricing: Economic and behavioral perspectives / Joona Keränen, Anna Salonen and Harri Terho

15. Hypothetical bias: Overview and implications for pricing research / Milad Haghani

16. Improving pricing operations with lean six sigma pricing / Navdeep S. Sodhi

17. Innovation in pricing: Medtronic case study / Federico Gavioli, Alberto Andolina, Paolo Cuzzi and Fabio Ancarani

18. Insurance pricing: Where prediction meets the business / Massimo Cavadini and Davide Murlon

19. International pricing / Fabio Ancarani

20. Legal aspects of pricing in the European Union / Thomas Zerres and Christopher Zerres

21. Legal aspects of pricing in the us / Eugene F. Zelek, Jr.

22. Multi-dimensional (partitioned) pricing / Hooman Estelami and Donald R. Lehmann

23. Name-your-own-price / Martin Spann and Lucas Stich

24. New product pricing / C. Anthony Di Benedetto

25. New product pricing in b2b / Kostis Indounas

26. Online dynamic pricing / Robert Phillips

27. Organizing for effective and efficient pricing / Björn Ivens

28. Outcome-based pricing schemes / Stefan Roth and Eduard Stoppel

29. Pay-what-you-want / Martin Spann and Lucas Stich

30. Price elasticity, cross-price elasticity, and advertising elasticity: Concepts and summary of prior meta-analytic insights / Joseph Korkames and Stefan Stremersch

31. Price elasticity: Practical insights / Joseph Korkames

32. Price fairness / Sven Feurer and Tina von Däniken

33. Price memory and price knowledge / Marc Vanhuele

34. Price metrics / Christian Schlereth and Bernd Skiera

35. Price mistakes and unintended value / Lan Xia

36. Price optimization / Dong Soo Kim and Greg M. Allenby

37. Price promotions: A review and peek into the future / Hongjun Ye, Jintao Zhang, Youngdai Won and Rajneesh Suri

38. Price strategies and pricing practices / Paul T.M. Ingenbleek

39. Price strategies for sustainability / Paul T.M. Ingenbleek

40. Price war: Who is it good for? / Koen Pauwels

41. Price-response functions and their estimation / Robert Phillips

42. Pricing: An agenda for ceos / Stephan M. Liozu and Andreas Hinterhuber

43. Pricing and customer lifetime value / Markus Husemann-Kopetzky

44. Pricing approaches for servitization success / Christian Kowalkowski and Wolfgang Ulaga

45. Pricing capability in b2b / Niklas L. Hallberg

46. Pricing in the sharing economy / Tobias Schäfers and Sabine Benoit

47. Pricing manager: Skills and responsibilities / David Brown

48. Pricing research: State of the art and future opportunities / Aliomar Lino Mattos, José Carlos Tiomatsu Oyadomari and Fernando Nascimento Zatta

49. Pricing services and solutions in b2b markets / Jawwad Z. Raja and Thomas Frandsen

50. Pricing: What every manager should know / Andreas Hinterhuber

51. Psychological aspects of price-setting / Gerald E. Smith

52. Quantity surcharges / Hooman Estelami

53. Revenue management / Robert Phillips

54. Sales variance analysis and pricing / Evandro Pollono and Rolands Pupkevičs

55. Strategic pricing / Thomas T. Nagle

56. The cross-cultural approach to international markets / Tiziano Vescovi

57. Value-based pricing: A framework / Andreas Hinterhuber

58. Value creation in business-to-business relationships / Thomas Ritter and Achim Walter

59. Value proposition: Customer centric value innovation / Pekka Töytäri

60. Value quantification / Andreas Hinterhuber

61. Value quantification: Total profit added / Todd Snelgrove

62. Value-based selling: An inter-organizational activity integration perspective / Pekka Töytäri

63. Willingness to pay for sustainability in b2b and b2c / Owais Khan

64. Willingness to pay measurement approaches / Klaus M. Miller and Z. John Zhang

65. Willingness to pay (wtp) scales / Andreas Hinterhuber.

Notes:

Includes bibliographical references and index.

ISBN:

9781035307319 (e-book)

Access Restriction:

Restricted for use by site license.