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Marketing Decision Making and the Management of Pricing

Book Description

The task of pricing a specific product or service is significant in maximizing the profits of business organizations. Therefore, the management of ideal pricing strategy is needed in order for organizations to balance the demand of sales growth versus demand for profits. Marketing Decision Making and the Management of Pricing: Successful Business Tools provides the latest research studies, market analysis, and best practices utilized in emerging markets to gain competitive advantage and market leadership. This reference source is useful for corporate managers, undergraduate and graduate students, and research scholars intending to increase their knowledge on pricing strategy and profit management. This book is part of the Advances in Marketing, Customer Relationship Management, and E-Services series collection.

Table of Contents

  1. Cover
  2. Title Page
  3. Copyright Page
  4. Book Series
  5. Foreword
  6. Preface
  7. Acknowledgment
  8. Chapter 1: Strategic Pricing
    1. ABSTRACT
    2. INTRODUCTION
    3. DRIVERS OF PROFITABILITY
    4. PRICING CATEGORIES
    5. PRICE STRUCTURE
    6. E-COMMERCE AND PRICING
    7. PRICE LEVELS
    8. VALUE CREATION IN PRICING
    9. PROCESS STREAMLINING
    10. PRICE CONTROL
    11. BUILDING PRICING STRATEGIES
    12. OTHER PRICING MODALITIES
    13. FIRST MOVER ADVANTAGE
    14. STRATEGY FOR PRICE LEADERSHIP
    15. NON-PRICE FACTORS
  9. Chapter 2: Price Structure and Levels
    1. ABSTRACT
    2. INTRODUCTION
    3. PRICE OFFER CONFIGURATION
    4. PRICE METRICS
    5. PRICE SETTING PROCESS
    6. CONSUMER RESPONSE TO PRICES
    7. SYSTEMS THINKING IN DEVELOPING PRICING STRATEGY
    8. CORPORATE APPRAISAL
    9. PROCESS DYNAMICS IN PRICING
  10. Chapter 3: Pricing for New Products
    1. ABSTRACT
    2. INTRODUCTION
    3. PERCEPTUAL MAPPING FOR PRICE DEVELOPMENT
    4. PRODUCT INNOVATION
    5. DIMENSIONS OF PRICING STRATEGIES
    6. CONSUMER SERVICES AND VALUE APPRECIATION
  11. Chapter 4: Financial Analysis in Pricing
    1. ABSTRACT
    2. INTRODUCTION
    3. INCREMENTAL COSTS
    4. MARK-UP PRICING AND PROFITABILITY
    5. PRICING MODELS
    6. PRICE-MARKET RELATIONSHIP
    7. PRICING STRATEGIES MANAGEMENT
    8. INTERNATIONAL PRICING FUNDAMENTALS
    9. ACTIVITY-BASED COSTING
    10. CUSTOMER EXPECTATION-BASED PRICING
    11. VALUE CHAIN AND PRICING
    12. PROACTIVE AND REACTIVE PRICING STRATEGIES
    13. MARKET APPROACH OF PRICING
  12. Chapter 5: Pricing Policy
    1. ABSTRACT
    2. POLICY DEVELOPMENT
    3. PRICE NEGOTIATION
    4. CUSTOMER-CENTRIC PRICING
    5. SHIFTS IN MARKETING POLICIES
  13. Chapter 6: Market Pricing
    1. ABSTRACT
    2. PRICE GAMES
    3. MARKET COMPETITION AND COMPETITIVE ADVANTAGES
    4. REACTIVE PRICING AND PRICE WAR
    5. MARKET UNCERTAINTIES AND PRICING
    6. TACTICAL PRICING
    7. CANNIBALIZATION IN GLOBAL MARKETPLACE
    8. PRICING IN LOWER MARKET SEGMENTS
  14. Chapter 7: Implementation of Pricing Strategy
    1. ABSTRACT
    2. INTRODUCTION
    3. ORGANIZATIONAL DESIGN
    4. ORGANIZATIONAL CULTURE
    5. STRUCTURAL PARADIGMS
    6. PRICING DECISION PROCESS
    7. MANAGERIAL AND MARKET BEHAVIOR
    8. NEW ORGANIZATIONAL APPROACH IN PRICING
    9. DRIVERS OF CONSUMER BEHAVIOR TOWARDS PRICING AND PURCHASING
  15. Chapter 8: Price Performance
    1. ABSTRACT
    2. PRICE-MARKET RELATIONSHIP
    3. PRICE-MARKET PERFORMANCE
    4. ENHANCING PRICE PERFORMANCE
    5. PRICE SENSITIVITY AND SALES PROMOTIONS
    6. PRICE IMPACT ON PROFITS
    7. MARKET UNCERTAINTIES AND PRICING DECISIONS
    8. PROFIT AND COST CENTER MANAGEMENT
  16. Chapter 9: Value Creation
    1. ABSTRACT
    2. CUSTOMER LIFETIME VALUE
    3. ECONOMICS OF CONSUMER CHOICE
    4. CONSUMER CHOICE FOR NEW PRODUCTS
    5. CONSUMER CHOICE AND LEISURE BUYING
    6. CUSTOMER VALUE ENHANCEMENT
    7. PRICE-CONSUMER VALUE CHAIN
    8. PRICE AND VALUE COMMUNICATION
    9. PRICE-VALUE RELATIONSHIP
    10. REFERENCE PRICE
  17. Chapter 10: Pricing in Market Uncertainties
    1. ABSTRACT
    2. INTRODUCTION
    3. NICHE PRICING
    4. PRICE CONTROL
    5. PRICING PROCESS IN MARKET UNCERTAINTIES
    6. TECHNOLOGY AND COMPETITIVE PRICE ADVANTAGE
    7. TECHNOLOGY AND MARKET DRIVERS
    8. STIMULUS RESPONSE MODEL
    9. AUTOMATION IN SELLING PROCESS
    10. PRICING FACTORS
  18. Chapter 11: Challenges Ahead
    1. ABSTRACT
    2. INTRODUCTION
  19. Compilation of References
  20. About the Contributors