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Pricing: Making Profitable Decisions

Pricing: Making Profitable Decisions


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About the Book

This book synthesizes economic and marketing principles with accounting and financial information to provide a basis for analysing pricing alternatives within legal and corporate constraints. The revision of this classic text brings readers an understandable writing style, a more complete discussion of the quantitative issues and a greater number of clear-cut examples. The material on the economics of pricing now reflects recent research by applied economists and marketing researchers trained in economics. - Updated topics include technology's impact on distribution, new modes of manufacturing, ordering, customer service, and economic analysis. New topics include competitive signalling, price wars and value-oriented pricing. - Real pricing situations, highlighted in boxes, show how pricing concepts apply to everyday pricing situations. Many companies are featured and topics include supply and demand, price inelasticity, pricing promotions, quality perception, customer profitability and price premiums. - The focus on consumer behaviour, not found in any other pricing text, helps students understand the economic basis for pricing decisions. It enables them to explore the influences, behaviours and reasoning behind pricing, why companies price they way they do and how consumers determine the "right" price.

Table of Contents:
PART ONE: INTRODUCTIONEffective Contemporary Pricing Strategies. PART TWO: PRICES AND DEMAND The Economics of Price Determination. Some Useful Findings from Price Perception Research. Price and Customers' Perceptions of Value. Value Analysis. Methods of Estimating the Price-Volume Relationship. PART THREE: DETERMINING RELEVANT COSTS FOR PRICING: The Role of Costs for Pricing Decisions. Profitability Analysis. Marketing Cost Analysis. Developing Full-Cost Estimates. PART FOUR: DEVELOPING PRICING STRATEGIES: Experience Curve Pricing. Pricing Over the Product-Life Cycle. Product-Line Pricing. PART FIVE: ADMINISTERING THE PRICING FUNCTION: Developing a Price Structure. Pricing To and Through the Channel. Justifying Price Differentials. PART SIX: SPECIAL TOPICS ON PRICING: Developing Competitive Bids. Pricing Services. Pricing Decision Models. PART SEVEN: RECOMMENDATIONS: Guidelines for Better Pricing Decisions.


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Product Details
  • ISBN-13: 9780071198608
  • Publisher: McGraw-Hill Education - Europe
  • Publisher Imprint: McGraw-Hill Professional
  • Height: 229 mm
  • Spine Width: 26 mm
  • Width: 163 mm
  • ISBN-10: 0071198601
  • Publisher Date: 16 Oct 2002
  • Binding: Paperback
  • Language: English
  • Weight: 803 gr


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