Innovation in Pricing : Contemporary Theories and Best Practices (Hardcover)

Part I: Introduction  1. Innovation in Pricing Introduction (Andreas Hinterhuber and Stephan Liozu)  Part II: Innovation in Organizing the Pricing Function  2. The Organizational Design of the Pricing Function in Firms: A Center-led Management Approach (Stephan Liozu and Kellie Ecker)  3. 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)  4. CEO Championing of Pricing and the Impact on Firm Performance (Stephan Liozu, Andreas Hinterhuber, Sheri Perelli and Toni Somers)  5. Who is in Charge of Value? The Emerging Role of Chief Value Officer (Ron Baker and Stephan Liozu)  6. B2B Pricing Systems: Proving ROI (Mark Stiving)  Part III: Innovation in Pricing Strategy  7. Effective Pricing Strategies in B2B Markets (Rafael Farres)  8. Why Segmentation Matters ( Linda Trevenen)  9. The Five Fundamental Value Factors ( Ralf Drews)  10. The Journey to Pricing Excellence: The Case of a Mid-sized Manufacturing Firm (Greg Hunsicker and Mike Crouch)  11. Pricing Processes in Fast Paced Business to Business Settings (Magnus Johansson)  12. Pricing Due Diligence in the Mergers and Acquisition Process (David Dvorin, Jered Haedt and Vernon Lennon)  13. Busting the Four Fatal Myths in Pricing (Nelson Hyde)  14. Creating and Communicating Customer Value: How Companies Can Set Premium Prices that Customers are Willing to Pay (Todd Snelgrove)  15. Pricing Strategies for Recessionary Times (Fernando Resende)  16. A Zero-Based Approach to the Pricing Strategy (Roberto Bedotto) Part IV: Innovation in Pricing Tactics  17. Using Economic Value Communication to Bend Business-to-Business Buyers’ Value Perceptions (Chris Provines)  18. Value: Distilling the Essence (Harry Macdivitt)  19. Innovation in Estimating Willingness to Pay (Niels Biehn and Craig Zawada)  20. Cross Functional Collaboration in Value-Based Pricing (Steven Forth)  21. Implementing Effective Pricing Strategies: Tools for Tracking Prices (Richard Coopolse)  22. Winning on the Margin: The B2B Value Imperative (Mike Moorman)  23. The Thick and Thin Tails of Pricing (Darren Huxol) Part V: Psychological Aspects of Pricing  24. Behavioral Aspects of Pricing (Ben Lowe, Julian Lowe and David Lynch)  25. Research on Odd Prices: Dead End or Field of Potential Innovation? (Carmen Balan)  26. Consumer Psychology and Software Pricing (Anshu Jalora)  Part VI: The Next Frontier  27. The Next Frontier of the Pricing Profession ( Kevin Mitchell)