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Innovation in Pricing
Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as a main basis for setting prices. Product or business model innovation has a high priority for many companies whereas innovation in pricing has received scant attention. This book examines how innovation in pricing can drive profits. The text examines innovation in pricing from four complementary perspectives. Innovation in Pricing Strategy illustrates how companies implement innovative pricing strategies, such as customer value-based pricing. Innovation in Pricing Tactics deals with innovative tools to measure and increase customer willingness to pay and to communicate ...
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Pricing and Human Capital
The pricing profession has come a long way: from having a pure clerical function back in the 1970s to a more strategic one today, pricing professionals are increasingly accepted as fully fledged members of marketing and finance teams. However, in many of these organizations, pricing professionals are often misunderstood and neglected from a career and talent perspective. Furthermore, the literature is still silent on how to manage and develop pricing teams. Pricing and Human Capital explores the specific nature of pricing human resources and focuses on how to manage pricing teams, pricing talent, pricing careers and how to organize the pricing function for success. It is dedicated to the pri...
Music of the Middle Ages: Volume 2
A new and illuminating study of medieval polyphony.
Price Wars and Managerial Sensemaking
Managers report a high incidence of becoming engaged in price wars they seek to avoid. This dissertation explores how managers make sense of their environments and attend to the stimuli to read situations as ones that involve a price war or are conducive to such behaviors. No research has been conducted on such sensemaking behaviors and their consequences on war-like behaviors among managers. I utilize a sequential mixed-methods design and grounded theory to examine and explain manager engagement in unintentional price wars. I interviewed and collected data from 25 active pricing managers to understand how they make sense of pricing situations and price wars. Avoidance of labeling situations...
