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Pricing Making Profitable Decisions

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ISBN-10: 0072528818

ISBN-13: 9780072528817

Edition: 3rd 2003

Authors: Kent B. Monroe

List price: $110.31
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Description:

Synthesizing marketing and economic principles, this updated edition of Pricing provides a basis for analyzing pricing alternatives within legal and corporate constraints.In accessible language, the author explains the economic underpinnings of pricing decisions. Actual examples from AOL, PepsiCo, AT&T, and Boeing help readers better understand topics such as supply and demand, quality perception, and price premiums.
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Book details

List price: $110.31
Edition: 3rd
Copyright year: 2003
Publisher: McGraw-Hill Higher Education
Publication date: 9/18/2002
Binding: Hardcover
Pages: 688
Size: 6.25" wide x 9.25" long x 1.25" tall
Weight: 2.2
Language: English

Introduction
Effective Pricing Management
The Role of Price
The Definition of Price
Importance of Price Decisions
Conceptual Orientation to Pricing
Implications of Current Pricing Decisions
Proactive Pricing
Managerial Pricing Orientation
The Three Levels of Pricing Management
Summary
Discussion Questions
Suggested Readings
Economic Foundations of Pricing Theory
The Economics of Price Determination
Price Determination in Theory
Corporate and Pricing Objectives
Market Structure: Degree of Competition
The Laws of Supply and Demand
Economic Theory of Buyer Behavior
Some Useful Concepts from Price Theory
Summary
Discussion Questions
Suggested Readings
The Economics of Information
Some Pricing Anomalies
Economics of Information
Summary
Discussion Questions
Suggested Readings
Signaling and Managing Competition
Adverse Selection
Moral Hazard
Summary of Information Asymmetry
Competitive Signaling
Avoiding Price Wars
Summary
Discussion Questions
Suggested Readings
Understanding Customer and Buyer Behavior
Behavioral Foundations for Pricing Management
Perception
Multidimensional Role of Price on Buyers' Perceptions
Psychophysics of Prices
Processing of Prices as Numerical Information
Analysis of the Effects of Odd Prices
Price Awareness
Summary
Discussion Questions
Suggested Readings
Pricing Practices that Endanger Profits
Reference Prices
Implications for Pricing Strategies and Tactics
Price Thresholds
Summary
Discussion Questions
Suggested Readings
Price and Customer's Perceptions of Value
Price and Perceived Value
Integrating Price, Quality, and Sacrifice Information
Decomposing Perceived Product Value
Comparative Price Advertising
Summary
Discussion Questions
Suggested Readings
Customer Value Analysis
Value Analysis Management
The Five Steps of Value-Oriented Pricing
Contingency Value Pricing
Summary
Discussion Questions
Suggested Readings
Research Methods for Pricing Decisions
Pricing Strategy and Pricing Research
General Pricing Research Approaches
Some Specific Price Research Techniques
Summary
Discussion Questions
Suggested Readings
Profitability Analysis for Pricing Decisions
The Role of Costs in Pricing Decisions
Cost Fundamentals
Cost Concepts and Classifications
Elements of Profitability
Breakeven Analysis
Profit Analysis
Summary
Discussion Questions
Suggested Readings
Using Leverage for Developing Pricing Strategies
Operating Leverage
Financial Leverage
Combined Leverage
Requirements for Successful Price Reduction Strategies
Equal Profit Analysis
Extensions to the Analysis
The Effect of the Monetary Sales Mix
Pricing with Scarce Resources
Summary
Discussion Questions
Suggested Readings
Marketing Profitability Analysis
Need for Marketing and Customer Cost Data
Nature of Marketing Profitability Analysis
Contribution Approach
Net Profit Approach
Customer Profitability Analysis
Improving Retail Management with Better Cost Information
Starting a Profitability Analysis Program
Summary
Discussion Questions
Suggested Readings
Developing Pricing Strategies
Experience Curve Pricing
The Phenomenon of the Experience Curve
Managing the Experience Effect
Summary
Discussion Questions
Appendix
Applying the Experience Curve
Discussion Questions
Suggested Readings
Pricing Over the Product Life Cycle
Product Life Cycles--The Conceptual Model
Basic Pricing Decisions
New-Product Pricing
Pricing During Growth
Pricing During Maturity
Pricing a Declining Product
Focused Price Reductions
Summary
Discussion Questions
Suggested Readings
Product-Line Pricing
Nature of the Decision Problem
Determining End Prices and Price Differentials
Price Bundling
Developing a Price-Bundling Strategy
Yield Management and Differential Pricing
Summary
Discussion Questions
Suggested Readings
Managing the Pricing Function
Developing a Price Structure
Managing Transactions
An Overview of Discount Decisions
Quantity Discount Structures
Cash Discounts and Credit Decisions
Geographical Pricing Decisions
Using Price Structure to Gain Competitive Advantage
Summary
Discussion Questions
Suggested Readings
Pricing to and through the Channel
Trade and Functional Discounts
Price Promotions and Deals
Some Perspectives on Price Promotions
Trade Promotions
Everyday Pricing versus High-Low Pricing
Price-Matching Guarantees
Guidelines for Enhancing Distributor Performance
Sales Compensation Plans
Summary
Discussion Questions
Suggested Readings
Legal Aspects of Pricing Strategy
An Overview of Major Federal Laws Affecting Pricing
The Nature of Price Discrimination
Provisions of the Robinson-Patman Act
Guidelines for Justifying Price Differentials
Resale Price Maintenance
Deceptive Price Promotions
The Competition Act of Great Britain
Summary
Discussion Questions
Suggested Readings
Special Topics on Pricing
Auctions and Competitive Bidding
Auctions
Fixed-Price Competitive Bidding
Summary
Discussion Questions
Suggested Readings
Extending the Concepts of Strategic Pricing
Pricing Services
Pricing Online Information Services
Pricing Professional Services
Pricing for Export Marketing
International Transfer Pricing
Summary
Discussion Questions
Suggested Readings
Pricing on the Internet
Can the Internet Lead to Perfectly Competitive Prices?
Leveraging Pricing Opportunities on the Internet
Innovative Internet Pricing Models
Legal Issues in Internet Pricing
Summary
Discussion Questions
Suggested Readings
Recommendations
Guidelines for Better Pricing Decisions
Four Basic Rules for Pricing
Criteria for Pricing Decisions
Summary
Adaptive Pricing
Principles of Pricing Management
Providing a Basis for Effective Pricing Decisions
Guidelines for Better Pricing Decisions
Discussions Questions
Glossary
Index