Show students how to use pricing decisions to maximize a firm's profits by creating and capturing customers. PRICING STRATEGY: SETTING PRICE LEVELS, MANAGING PRICE DISCOUNTS AND ESTABLISHING PRICE STRUCTURES is written by Tim J. Smith, recognized pricing thought leader and successful principal of a respected pricing firm. The most comprehensive pricing text on the market, PRICING STRATEGY highlights the stakeholder's importance in making decisions, as well as key trade-offs to consider when choosing between opposing outcomes. Students will gain a better understanding of the most important influences to consider when making pricing decisions.
This text strikes an appropriate balance between quantitative skill sets and the qualitative concepts necessary for business growth. Core concepts are presented in chapters with optional appendices that require more rigorous knowledge of introductory calculus. The book draws the best thinking from numerous disciplines, including marketing, economics, and finance, to deliver a comprehensive presentation that comes alive through numerous case studies, memorable examples, and graphs. Assist students in developing the pricing strategies and skills needed for business success with Smith's PRICING STRATEGY.
Table of Contents
Part I: SETTING THE PRICE.
1. Boundaries of a Good Price.
2. Profit's Sensitivity to Price.
3. Consumer Perception Driven Pricing.
4. Price to Value.
5. Psychological Influences to Price Sensitivity.
Part II: MANAGING PRICE VARIANCES.
6. Price Segmentation.
7. Price Promotions.
8. Discount Management.
Part III: ESTABLISHING PRICE STRUCTURES.
9. Price Structures and Multipart Tariffs.
10. Add-ons and Accessories.
13. Subscriptions and Customer Lifetime Value.
14. Yield Management.
Part IV: PRICING STRATEGY.
15. Competition and Pricing.
16. Product Life Cycle Pricing.
17. Pricing Decisions and the Law.