Elgar encyclopedia of pricing

edited by Andreas Hinterhuber (Associate Professor of Marketing, Venice School of Management, Università Ca' Foscari, Venice, Italy and Equity Partner, Hinterhuber & Partners, Innsbruck, Austria)

"The Elgar Encyclopedia of Pricing presents a holistic view of cutting-edge topics, practical insights, and global perspectives on pricing. In-depth entries cover everything from behavioral pricing and artificial intelligence to sustainability pricing strategies and dynamic online pricing. This Encyclopedia helps the reader optimize pricing operations and develop effective strategies in a business landscape where pricing decisions are pivotal. Authors use strategic, psychological, cultural, financial, technological, ethical and legal perspectives, covering cross-cultural dimensions to aid businesses operating in diverse markets. Crucially, the Encyclopedia highlights how pricing influences consumer behavior, shapes market dynamics, and drives business outcomes. This comprehensive Encyclopedia is a vital read for scholars in the dynamic fields of pricing, business analytics, marketing, strategic management, behavioral and experimental economics, economic psychology, finance and industrial economics. The Encyclopedia is conceived as an indispensable reference work for all pricing and marketing managers worldwide, both in B2B and in B2C markets. Key Features: Incorporates a wealth of data, methodologies and references. Examines traditional pricing concepts alongside emerging trends. 65 distinct entries written by leading academics and pricing experts. Combines empirical research with real-world case studies to provide unparalleled guidance in navigating the intricate world of pricing strategy and management"--

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Year of publication:	2024
Other Persons:	Hinterhuber, Andreas (ed.)
Institutions:	Edward Elgar Publishing (publisher)
Publisher:	Cheltenham, UK : Edward Elgar Publishing
Subject:	Pricing \| Value-based pricing \| Value quantification \| Pricing psychology \| Pricing strategy development \| Pricing strategy implementation \| Preismanagement \| Pricing strategy
Published items:	65 hits in ECONIS - Online Catalogue of the ZBW

Extent:	1 Online-Ressource (372 pages)
Series:	Elgar encyclopedias in business and management
Type of publication:	Book / Working Paper
Type of publication (narrower categories):	Aufsatzsammlung
Language:	English
Notes:	Includes bibliographical references and index Contents: List of contributors -- Foreword -- 1. '9' endings in pricing / Robert M. Schindler -- 2. A social neuromarketing perspective on price negotiations: How biomarkers add to our understanding of negotiation dynamics / Willem J. M. I. Verbeke, Richard P. Bagozzi and Frederik Beuk -- 3. Artificial intelligence for online markets: Dynamic pricing and personalized pricing / Xiaohang (Flora) Feng and Shunyuan Zhang -- 4. Assessing willingness to pay for pricing decisions / Kamel Jedidi and Robert J. Morais -- 5. Conjoint analysis: Case study / Martin Jarmatz -- 6. Conjoint analysis for measuring willingness to pay / Vithala R. Rao -- 7. Consumer behavior: Cross-cultural dimensions / Lala Hu -- 8. Consumer price knowledge / Hooman Estelami and Donald R. Lehmann -- 9. Cross-cultural differences of price perceptions / Andreas Hinterhuber -- 10. Data-driven b2b sales / Jochen Böringer and Dieter Kiewell -- 11. Design thinking in industrial value-based solution selling / Hanna Luotola, Magnus Hellström and Magnus Gustafsson -- 12. Framing price increase as discount: A new deceptive pricing practice in the online marketplace / Sungsik Park and Man Xie -- 13. Freemium / Tobias Schaefers -- 14. Gain-sharing arrangements in value-based pricing: Economic and behavioral perspectives / Joona Keränen, Anna Salonen and Harri Terho -- 15. Hypothetical bias: Overview and implications for pricing research / Milad Haghani -- 16. Improving pricing operations with lean six sigma pricing / Navdeep S. Sodhi -- 17. Innovation in pricing: Medtronic case study / Federico Gavioli, Alberto Andolina, Paolo Cuzzi and Fabio Ancarani -- 18. Insurance pricing: Where prediction meets the business / Massimo Cavadini and Davide Murlon -- 19. International pricing / Fabio Ancarani -- 20. Legal aspects of pricing in the European Union / Thomas Zerres and Christopher Zerres -- 21. Legal aspects of pricing in the us / Eugene F. Zelek, Jr. -- 22. Multi-dimensional (partitioned) pricing / Hooman Estelami and Donald R. Lehmann -- 23. Name-your-own-price / Martin Spann and Lucas Stich -- 24. New product pricing / C. Anthony Di Benedetto -- 25. New product pricing in b2b / Kostis Indounas -- 26. Online dynamic pricing / Robert Phillips -- 27. Organizing for effective and efficient pricing / Björn Ivens -- 28. Outcome-based pricing schemes / Stefan Roth and Eduard Stoppel -- 29. Pay-what-you-want / Martin Spann and Lucas Stich -- 30. Price elasticity, cross-price elasticity, and advertising elasticity: Concepts and summary of prior meta-analytic insights / Joseph Korkames and Stefan Stremersch -- 31. Price elasticity: Practical insights / Joseph Korkames -- 32. Price fairness / Sven Feurer and Tina von Däniken -- 33. Price memory and price knowledge / Marc Vanhuele -- 34. Price metrics / Christian Schlereth and Bernd Skiera -- 35. Price mistakes and unintended value / Lan Xia -- 36. Price optimization / Dong Soo Kim and Greg M. Allenby -- 37. Price promotions: A review and peek into the future / Hongjun Ye, Jintao Zhang, Youngdai Won and Rajneesh Suri -- 38. Price strategies and pricing practices / Paul T.M. Ingenbleek -- 39. Price strategies for sustainability / Paul T.M. Ingenbleek -- 40. Price war: Who is it good for? / Koen Pauwels -- 41. Price-response functions and their estimation / Robert Phillips -- 42. Pricing: An agenda for ceos / Stephan M. Liozu and Andreas Hinterhuber -- 43. Pricing and customer lifetime value / Markus Husemann-Kopetzky -- 44. Pricing approaches for servitization success / Christian Kowalkowski and Wolfgang Ulaga -- 45. Pricing capability in b2b / Niklas L. Hallberg -- 46. Pricing in the sharing economy / Tobias Schäfers and Sabine Benoit -- 47. Pricing manager: Skills and responsibilities / David Brown -- 48. Pricing research: State of the art and future opportunities / Aliomar Lino Mattos, José Carlos Tiomatsu Oyadomari and Fernando Nascimento Zatta -- 49. Pricing services and solutions in b2b markets / Jawwad Z. Raja and Thomas Frandsen -- 50. Pricing: What every manager should know / Andreas Hinterhuber -- 51. Psychological aspects of price-setting / Gerald E. Smith -- 52. Quantity surcharges / Hooman Estelami -- 53. Revenue management / Robert Phillips -- 54. Sales variance analysis and pricing / Evandro Pollono and Rolands Pupkevičs -- 55. Strategic pricing / Thomas T. Nagle -- 56. The cross-cultural approach to international markets / Tiziano Vescovi -- 57. Value-based pricing: A framework / Andreas Hinterhuber -- 58. Value creation in business-to-business relationships / Thomas Ritter and Achim Walter -- 59. Value proposition: Customer centric value innovation / Pekka Töytäri -- 60. Value quantification / Andreas Hinterhuber -- 61. Value quantification: Total profit added / Todd Snelgrove -- 62. Value-based selling: An inter-organizational activity integration perspective / Pekka Töytäri -- 63. Willingness to pay for sustainability in b2b and b2c / Owais Khan -- 64. Willingness to pay measurement approaches / Klaus M. Miller and Z. John Zhang -- 65. Willingness to pay (wtp) scales / Andreas Hinterhuber.
ISBN:	978-1-0353-0731-9 ; 978-1-0353-0730-2
Other identifiers:	10.4337/9781035307319 [DOI]
Source:	ECONIS - Online Catalogue of the ZBW

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