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Getting Price Right : The Behavioral Economics of Profitable Pricing / Gerald Smith.

By: Material type: TextTextPublisher: New York, NY : Columbia University Press, [2021]Copyright date: 2021Description: 1 online resource : 145 figures and tablesContent type:
Media type:
Carrier type:
ISBN:
  • 9780231190701
  • 9780231549073
Subject(s): DDC classification:
  • 658.8/16 23
LOC classification:
  • HF5416.5 .S583 2021
Other classification:
  • online - DeGruyter
Online resources:
Contents:
Frontmatter -- Contents -- Preface -- PART I. Behavioral Economics of Everyday Pricing Decisions -- 1 Pricing Orientation . Pricing Strategy -- 2 Framing and Strategic Frames of Reference -- 3 Psychological Pricing Orientation: Psychological Price-Setting Biases and Skills -- 4 Social Pricing Orientation: Cultural Price-Setting Biases and Skills -- PART II. Behavioral Economics of Cardinal Pricing Orientations -- 5 Cost-Driven Pricing Orientation Biases and Skills -- 6 Customer Value–Driven Pricing Orientation Biases and Skills -- 7 Customer Willingness-to-Pay–Driven Pricing Orientation Biases and Skills -- 8 Competition-Driven Pricing Orientation Biases and Skills -- 9 Balanced Pricing Orientations, Profitable Pricing Strategy -- Notes -- Index
Summary: How do leaders, managers, and proprietors go about the essential task of setting prices? What biases enter into this process, and why? How can a business debias its price setting to become more productive, strategic, and profitable?Combining perceptive insights from behavioral economics with leading-edge ideas on price management, this book offers a new approach to pricing. Gerald Smith demonstrates why understanding, reframing, and refining everyday pricing processes—a firm’s or manager’s pricing orientation—results in a better long-term pricing strategy. He explores how pricing actually happens in practice and shows how to identify and remove the psychological blinders that cause suboptimal decisions and policies. Smith details how to improve pricing orientation by combining the soft behavioral skills that intuitively shape and refine pricing practice with the hard analytic skills that guide and structure pricing strategy. The result is more rational and more profitable pricing—with respect to not only revenue and profitability but also employee productivity and customer satisfaction.Offering an accessible and actionable model, Getting Price Right is the first book to apply behavioral economics to managerial price setting. It is a must-read for corporate business leaders, thought leaders, and professionals interested in advances in pricing and for managers, entrepreneurs, proprietors, and small and midsize business owners whose everyday work involves pricing.
Holdings
Item type Current library Call number URL Status Notes Barcode
eBook eBook Biblioteca "Angelicum" Pont. Univ. S.Tommaso d'Aquino Nuvola online online - DeGruyter (Browse shelf(Opens below)) Online access Not for loan (Accesso limitato) Accesso per gli utenti autorizzati / Access for authorized users (dgr)9780231549073

Frontmatter -- Contents -- Preface -- PART I. Behavioral Economics of Everyday Pricing Decisions -- 1 Pricing Orientation . Pricing Strategy -- 2 Framing and Strategic Frames of Reference -- 3 Psychological Pricing Orientation: Psychological Price-Setting Biases and Skills -- 4 Social Pricing Orientation: Cultural Price-Setting Biases and Skills -- PART II. Behavioral Economics of Cardinal Pricing Orientations -- 5 Cost-Driven Pricing Orientation Biases and Skills -- 6 Customer Value–Driven Pricing Orientation Biases and Skills -- 7 Customer Willingness-to-Pay–Driven Pricing Orientation Biases and Skills -- 8 Competition-Driven Pricing Orientation Biases and Skills -- 9 Balanced Pricing Orientations, Profitable Pricing Strategy -- Notes -- Index

restricted access online access with authorization star

http://purl.org/coar/access_right/c_16ec

How do leaders, managers, and proprietors go about the essential task of setting prices? What biases enter into this process, and why? How can a business debias its price setting to become more productive, strategic, and profitable?Combining perceptive insights from behavioral economics with leading-edge ideas on price management, this book offers a new approach to pricing. Gerald Smith demonstrates why understanding, reframing, and refining everyday pricing processes—a firm’s or manager’s pricing orientation—results in a better long-term pricing strategy. He explores how pricing actually happens in practice and shows how to identify and remove the psychological blinders that cause suboptimal decisions and policies. Smith details how to improve pricing orientation by combining the soft behavioral skills that intuitively shape and refine pricing practice with the hard analytic skills that guide and structure pricing strategy. The result is more rational and more profitable pricing—with respect to not only revenue and profitability but also employee productivity and customer satisfaction.Offering an accessible and actionable model, Getting Price Right is the first book to apply behavioral economics to managerial price setting. It is a must-read for corporate business leaders, thought leaders, and professionals interested in advances in pricing and for managers, entrepreneurs, proprietors, and small and midsize business owners whose everyday work involves pricing.

Mode of access: Internet via World Wide Web.

In English.

Description based on online resource; title from PDF title page (publisher's Web site, viewed 20. Nov 2024)