Innovation in Pricing Contemporary Theories and Best Practices

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.

Innovation in pricing: introduction Andreas Hinterhuber and Stephan M.Liozu Is innovation in pricing your next source of competitive advantage? Andreas Hinterhuber and Stephan M. Liozu The organizational design of the pricing function in firms: a center-led management approach Stephan M. Liozu and Kellie Ecker Organizational barriers and the implementation of customer value map analysis:a case study of a global manufacturing firm in the polymer technology industry Niklas Hallberg and Linn Andersson CEO championing of pricing and the impact on firm performance Stephan M. Liozu, Andreas Hinterhuber, Sheri Perelli and Toni Somers Who is in charge of value? The emerging role of Chief Value Officer Ronald J. Baker and Stephan M. Liozu Interview: how a vice president of value can drive profits in B2B Andreas Hinterhuber and Todd Snelgrove B2B pricing systems: proving ROI Mark Stiving Ten considerations for your priving model innovation process Stephan M. Liozu and Katie Richardson Effective pricing strategies in B2B markets Rafel Farres Why segmentation matters Linda Trevenen The five fundamental value factors Ralf Drews Pricing processes in fast-pacedbusiness-to-business settings Magnus Johansson Pricing due diligence in the mergers and acquisition process David Dvorin, Jered Haedt and Vernon Lennon Busting the four fatal myths in pricing Nelson Hyde Creating, calculating and communicating customer value: how compaies can set premium pricesthat customers are willing and able to pay Todd Snelgrove Pricing strategies for recessionary times FernandoResende Using economic value communication to bend business-to-business buyers’ value perceptions Christopher D. Provines Value: distilling the essence Harry Macdivitt Innovation in estimating willingness to pay Niels Biehn and Craig Zawada Cross-functional collaboration in value-based pricing Steven Forth Winning on the margin: the B2B value imperative Mike Moorman Behavioral aspects of pricing Ben Lowe, Julian Lowe and David Lynch Research on odd prices: dead end or field of potential innovation? Carmen Balan The next frontier of the pricing profession Kevin Mitchell

Edited by Andreas Hinterhuber, Stephan Liozu