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Smart Pricing: How Google, Priceline, and Leading Businesses Use Pricing Innovation for Profitability, CourseSmart eTextbook

By Jagmohan Raju, Z. John Zhang

Published by FT Press

Published Date: Mar 26, 2010

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Description

In Smart Pricing, Wharton professors and renowned pricing experts Jagmohan Raju and John Zhang offer a powerful alternative to traditional pricing models. The authors focusing on a new set of influencers in pricing strategy: consumer psychology, economics, and marketing. To do so, they draw on their own breakthrough pricing research, as well as their most recent work helping enterprises rethink their approaches to pricing. Raju and Zhang make pricing more tangible and concrete by revealing innovative strategies that are helping companies create and capture more value and more new customers. Readers will discover restaurants where customers set the price… how Google and other high-tech companies have used pricing to remake whole industries… how executives in China have made an art of initiating and fighting price wars, in spite of the conventional Western wisdom that price wars are risky. Replete with examples from contemporary business, this book heralds a revolution in how companies establish pricing and measure its effectiveness.

Table of Contents

About the Authors     xi

 

Introduction  Fingerprints of the Invisible Hand     1

Chapter 1    "Pay As You Wish” Pricing     19

Chapter 2     Why the Best Things in Life Are Free     41

Chapter 3    The Art of Price Wars     59

Chapter 4    Thinking Small     79

Chapter 5    The Automatic Markdown     101

Chapter 6    Name Your Own Price     119

Chapter 7    Subscribe and Save: Pricing for Marketing Profitability     139

Chapter 8    The Snob Premium     161

Chapter 9    Pay if it Works     181

Chapter 10  Conclusion     201

 

Index     207

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Smart Pricing: How Google, Priceline, and Leading Businesses Use Pricing Innovation for Profitability, CourseSmart eTextbook
Format: Safari Book

$22.99 | ISBN-13: 978-0-13-216147-3