Earlier ed.: 2012.

Includes bibliographical references and index.

Machine generated contents note: pt. I Introduction
1.Innovation in pricing: introduction /​ Stephan M. Liozu
2.Is innovation in pricing your next source of competitive advantage? /​ Stephan M. Liozu
pt. II Innovation in organizing the pricing function
3.The organizational design of the pricing function in firms: a center-led management approach /​ Kellie Ecker
4.Organizational barriers and the implementation of customer value map analysis: a case study of a global manufacturing firm in the polymer technology industry /​ Linn Andersson
5.CEO championing of pricing and the impact on firm performance /​ Toni Somers
6.Who is in charge of value? The emerging role of Chief Value Officer /​ Stephan M. Liozu
7.Interview: how a vice president of value can drive profits in B2B /​ Todd Snelgrove
8.B2B pricing systems: proving ROI /​ Mark Stiving
pt. III Innovation in pricing strategy
Contents note continued: 9.Ten considerations for your pricing model innovation process /​ Katie Richardson
10.Effective pricing strategies in B2B markets /​ Rafael Farres
11.Why segmentation matters /​ Linda Trevenen
12.The five fundamental value factors /​ Ralf Drews
13.Pricing processes in fast-paced business-to-business settings /​ Magnus Johansson
14.Pricing due diligence in the mergers and acquisition process /​ Vernon Lennon
15.Busting the four fatal myths in pricing /​ Nelson Hyde
16.Creating, calculating and communicating customer value: how companies can set premium prices that customers are willing and able to pay /​ Todd Snelgrove
17.Pricing strategies for recessionary times /​ Fernando Resende
pt. IV Innovation in pricing tactics
18.Using economic value communication to bend business-to-business buyers' value perceptions /​ Christopher D. Provines
19.Value: distilling the essence /​ Harry MacDivitt
Contents note continued: 20.Innovation in estimating willingness to pay /​ Craig Zawada
21.Cross-functional collaboration in value-based pricing /​ Steven Forth
22.Winning on the margin: the B2B value imperative /​ Mike Moorman
pt. V Psychological aspects of pricing
23.Behavioral aspects of pricing /​ David Lynch
24.Research on odd prices: dead end or field of potential innovation? /​ Carmen Balan
pt. VI The next frontier
25.The next frontier of the pricing profession /​ Kevin Mitchell.

"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 chaptersnew 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. "--Provided by publisher.