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Home > Business and Economics Books > Business and Management > Innovation in Pricing: Contemporary Theories and Best Practices
Innovation in Pricing: Contemporary Theories and Best Practices

Innovation in Pricing: Contemporary Theories and Best Practices


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About the Book

Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as their main basis for setting prices. Product or business model innovation has a high priority for many companies, yet innovation in pricing received scant attention until the first edition of this groundbreaking book.

This new edition of Innovation in Pricing builds on the success of the first, examining the ways in which pricing innovation can drive profits through cutting-edge academic research and best practice case studies from leading academics, business practitioners and consultants in pricing.

The second edition has been fully revised and updated according to the latest developments in pricing, with:

  • revisions to all chapters
  • new chapters, including a chapter on business model and pricing model innovation
  • a new introduction that makes explicit just what strategic pricing can do for your organization.

This book is the only book dedicated to innovation in pricing and is an essential read for business executives, innovation managers and pricing managers wishing to treat innovation in pricing as seriously as they treat product, service or business model innovation. It is also valuable supplementary reading for advanced students of marketing and sales.



Table of Contents:





  1. Innovation in pricing: introduction


  2. Andreas Hinterhuber and Stephan M. Liozu




  3. Is innovation in pricing your next source of competitive advantage?


  4. Andreas Hinterhuber and Stephan M. Liozu




  5. The organizational design of the pricing function in firms: a center-led management approach


  6. Stephan M. Liozu and Kellie Ecker




  7. Organizational barriers and the implementation of customer value map analysis: a case study of a global manufacturing firm in the polymer technology industry


  8. Niklas Hallberg and Linn Andersson




  9. CEO championing of pricing and the impact on firm performance


  10. Stephan M. Liozu, Andreas Hinterhuber, Sheri Perelli and Toni Somers




  11. Who is in charge of value? The emerging role of Chief Value Officer


  12. Ronald J. Baker and Stephan M. Liozu




  13. Interview: how a vice president of value can drive profits in B2B


  14. Andreas Hinterhuber and Todd Snelgrove




  15. B2B pricing systems: proving ROI


  16. Mark Stiving



  17. Ten considerations for your priving model innovation process


  18. Stephan M. Liozu and Katie Richardson




  19. Effective pricing strategies in B2B markets


  20. Rafel Farres




  21. Why segmentation matters


  22. Linda Trevenen




  23. The five fundamental value factors


  24. Ralf Drews




  25. Pricing processes in fast-paced business-to-business settings


  26. Magnus Johansson




  27. Pricing due diligence in the mergers and acquisition process


  28. David Dvorin, Jered Haedt and Vernon Lennon




  29. Busting the four fatal myths in pricing


  30. Nelson Hyde




  31. Creating, calculating and communicating customer value: how compaies can set premium prices that customers are willing and able to pay


  32. Todd Snelgrove




  33. Pricing strategies for recessionary times


  34. Fernando Resende




  35. Using economic value communication to bend business-to-business buyers’ value perceptions


  36. Christopher D. Provines




  37. Value: distilling the essence


  38. Harry Macdivitt




  39. Innovation in estimating willingness to pay


  40. Niels Biehn and Craig Zawada




  41. Cross-functional collaboration in value-based pricing


  42. Steven Forth




  43. Winning on the margin: the B2B value imperative


  44. Mike Moorman




  45. Behavioral aspects of pricing


  46. Ben Lowe, Julian Lowe and David Lynch




  47. Research on odd prices: dead end or field of potential innovation?


  48. Carmen Balan




  49. The next frontier of the pricing profession

Kevin Mitchell



About the Author :
Edited by Andreas Hinterhuber, Stephan Liozu


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Product Details
  • ISBN-13: 9781351732369
  • Publisher: Taylor & Francis Ltd
  • Publisher Imprint: Routledge
  • Language: English
  • ISBN-10: 1351732366
  • Publisher Date: 08 Aug 2017
  • Binding: Digital (delivered electronically)
  • Sub Title: Contemporary Theories and Best Practices


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