Principles of Pricing
Principles of Pricing

Author: Rakesh V. Vohra

Publisher: Cambridge University Press

Published: 2012-03-05

Total Pages: 261

ISBN-13: 1107010659

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"Many businesses focus on driving volume or reducing costs rather than increasing price under the mistaken belief they have greater control over volume and costs than price. Yet, a 1% increase in price (holding volume fixed) has a greater impact on operating profit than a 1% increase in volume or a 1% decrease in cost. By not seizing the initiative on price, businesses abrogate decisions about price to competitors, customers, and the channel. A careful analysis and understanding of those same actors could help them price in a more profitable manner. Hence, this book, which is designed to communicate the fundamental principles of pricing. In marked contrast to other books on pricing, this one is based on economic theory. This is not to deny the value to be had from looking at pricing through other lenses. It is simply that these other lenses do not yet provide a systematic and organized way to think about pricing. Economic theory does. Its power is not in the provision of to-do lists or the Gradgrind-like accumulation of facts.8 Rather, it is in generating the right questions to be asked. Both our own experiences and that related to us by our students who have taken our classes has confirmed us in this view. A second point of contrast with other treatments of pricing is that we convey principles through stylized examples rather than anecdotes"--Provided by publisher.

Power Pricing
Power Pricing

Author: Robert J. Doan

Publisher: Simon and Schuster

Published: 1996

Total Pages: 392

ISBN-13: 068483443X

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In one compact volume, here are the innovative tactics business leaders need to attain maximum financial performance for their companies. Whether they're selling beer or land, this book is one book managers can't afford to ignore

Electricity Pricing
Electricity Pricing

Author: Lawrence J. Vogt

Publisher: CRC Press

Published: 2017-12-19

Total Pages: 696

ISBN-13: 1420014781

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As the advent of the Smart Grid revolutionizes how homeowners and businesses purchase and manage power, electricity pricing is becoming more complicated and intricate than ever before, while the need for more frequent rate revisions remains a primary issue in the field. A timely and accessible guide for the new industry environment, Electricity Pricing: Engineering Principles and Methodologies helps those involved in both the engineering and financial operations of electric power systems to "get the money right" while ensuring reliable electric service at a fair and reasonable cost. Explores both the business functions and engineering principles associated with electricity pricing Examining pricing approaches and opportunities, this book presents tools, viewpoints, and explanations that are generally not found in contemporary literature. It clarifies valuable analysis techniques, realistic examples, and unique lessons passed along from those inside the industry. This "how to do it" guide fosters a multidisciplinary understanding that integrates information, methodologies, and techniques from accounting, economics, engineering, finance, and marketing. Detail-oriented but still mindful of the big picture, this book examines the complex relationship between electricity, customers, and service providers in relation to pricing. Electricity Pricing also: Presents mathematical methods and techniques used to establish electricity prices, determine cost causation, and evaluate pricing structures and mechanisms Explores ways to translate and integrate cost elements into practical pricing structures Details how engineering concepts are used to apportion production, delivery, and associated costs to determine cost of service and to support all aspects of ratemaking strategy, design, analysis, and decision making This comprehensive professional reference addresses theory but remains grounded in no-nonsense practical applications. It is dually suited to introduce newcomers to the technical principles and methodologies of electricity pricing and provide veterans with a valuable consolidation of advanced tools for pricing analysis and problem solving. Watch an interview of the author at http://youtu.be/4fU8nkDVhNY

Energy Pricing
Energy Pricing

Author: Roger L. Conkling

Publisher: Springer Science & Business Media

Published: 2011-03-23

Total Pages: 426

ISBN-13: 3642154913

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This book describes the processes through which rates for energy consumption are derived, ranging from initial analyses of the supply and demand parameters to the final forms and levels of end-use consumer prices. The author argues against aggressive accounting procedures, and suggests criteria for choosing firm's position on pending public policy issues. A handbook on energy formulae for non-professionals is included in the book. The author is adjunct professor at the University of Portland.

Confessions of the Pricing Man
Confessions of the Pricing Man

Author: Hermann Simon

Publisher: Springer

Published: 2015-10-20

Total Pages: 231

ISBN-13: 3319204009

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The world’s foremost expert on pricing strategy shows how this mysterious process works and how to maximize value through pricing to company and customer. In all walks of life, we constantly make decisions about whether something is worth our money or our time, or try to convince others to part with their money or their time. Price is the place where value and money meet. From the global release of the latest electronic gadget to the bewildering gyrations of oil futures to markdowns at the bargain store, price is the most powerful and pervasive economic force in our day-to-day lives and one of the least understood. The recipe for successful pricing often sounds like an exotic cocktail, with equal parts psychology, economics, strategy, tools and incentives stirred up together, usually with just enough math to sour the taste. That leads managers to water down the drink with hunches and rules of thumb, or leave out the parts with which they don’t feel comfortable. While this makes for a sweeter drink, it often lacks the punch to have an impact on the customer or on the business. It doesn’t have to be that way, though, as Hermann Simon illustrates through dozens of stories collected over four decades in the trenches and behind the scenes. A world-renowned speaker on pricing and a trusted advisor to Fortune 500 executives, Simon’s lifelong journey has taken him from rural farmers’ markets, to a distinguished academic career, to a long second career as an entrepreneur and management consultant to companies large and small throughout the world. Along the way, he has learned from Nobel Prize winners and leading management gurus, and helped countless managers and executives use pricing as a way to create new markets, grow their businesses and gain a sustained competitive advantage. He also learned some tough personal lessons about value, how people perceive it, and how people profit from it. In this engaging and practical narrative, Simon leaves nothing out of the pricing cocktail, but still makes it go down smoothly and leaves you wanting to learn more and do more—as a consumer or as a business person. You will never look at pricing the same way again.

Pricing and Revenue Optimization
Pricing and Revenue Optimization

Author: Robert Phillips

Publisher: Stanford University Press

Published: 2005-08-05

Total Pages: 470

ISBN-13: 0804781648

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This is the first comprehensive introduction to the concepts, theories, and applications of pricing and revenue optimization. From the initial success of "yield management" in the commercial airline industry down to more recent successes of markdown management and dynamic pricing, the application of mathematical analysis to optimize pricing has become increasingly important across many different industries. But, since pricing and revenue optimization has involved the use of sophisticated mathematical techniques, the topic has remained largely inaccessible to students and the typical manager. With methods proven in the MBA courses taught by the author at Columbia and Stanford Business Schools, this book presents the basic concepts of pricing and revenue optimization in a form accessible to MBA students, MS students, and advanced undergraduates. In addition, managers will find the practical approach to the issue of pricing and revenue optimization invaluable. Solutions to the end-of-chapter exercises are available to instructors who are using this book in their courses. For access to the solutions manual, please contact [email protected].

World Class Pricing
World Class Pricing

Author: Paul Hunt

Publisher: iUniverse

Published: 2013-04-02

Total Pages: 213

ISBN-13: 1475980388

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WORLD CLASS PRICING is the indispensable roadmap to take your pricing organization from its' current class to World Class. It is built upon the 5 Levels of World Class Pricing – what has become the industry standard for tackling pricing improvement amongst pricing professionals. The approach to pricing improvement shared in this book has been successfully applied by many of the worlds’ leading companies including Exxon Mobil, GE, Michelin and J&J, among a host of others. It provides a positive vision of each step that needs to be taken on the journey to pricing improvement. Whether stuck firefighting at Level 1, cost-based pricing at Level 2, utilizing value-based pricing at Level 3, applying optimization at Level 4, or on the brink of achieving World Class at Level 5, this book has something for you.

The Oxford Handbook of Pricing Management
The Oxford Handbook of Pricing Management

Author: Özalp Özer

Publisher: OUP Oxford

Published: 2012-06-07

Total Pages: 976

ISBN-13: 0191634263

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The Oxford Handbook of Pricing Management is a comprehensive guide to the theory and practice of pricing across industries, environments, and methodologies. The Handbook illustrates the wide variety of pricing approaches that are used in different industries. It also covers the diverse range of methodologies that are needed to support pricing decisions across these different industries. It includes more than 30 chapters written by pricing leaders from industry, consulting, and academia. It explains how pricing is actually performed in a range of industries, from airlines and internet advertising to electric power and health care. The volume covers the fundamental principles of pricing, such as price theory in economics, models of consumer demand, game theory, and behavioural issues in pricing, as well as specific pricing tactics such as customized pricing, nonlinear pricing, dynamic pricing, sales promotions, markdown management, revenue management, and auction pricing. In addition, there are articles on the key issues involved in structuring and managing a pricing organization, setting a global pricing strategy, and pricing in business-to-business settings.

Pricing Of Products & Services
Pricing Of Products & Services

Author: Tridib Mazumbar

Publisher: World Scientific

Published: 2020-12-15

Total Pages: 377

ISBN-13: 9811204195

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The price of a product or a service is a critical element of the marketing mix. Price influences product demand, and the firm's revenue and profits. Prices also signal product quality and value, customer self-image, and the seller's pricing practices. With appropriate balance of theory, applications, and analytics, this book provides business students and practitioners the tools to make profitable pricing decisions under a variety of real-life contexts — current and emerging.Theoretical foundations for pricing decisions come from microeconomics, psychology, and behavioral decision theories. Well-established economic principles, with available data and analytics, help firms customize prices based on customers' willingness to pay, quantity purchased, timing and urgency of purchase, and by bundling their products and services. Pricing and promotional strategies of firms are further informed by the consideration of consumer psychology as well as the decision rules that consumers employ in framing of and responding to prices.As a practical step-by-step guide for firms, the book presents a comprehensive framework for pricing decisions. The framework illustrates how firms' pricing decisions are shaped by customer valuation of the product or service, firm cost, and competition within the category. Additional considerations include: channel arrangements, legal and regulatory limits, public sentiments, and the overriding strategy for the firm. Short cases and numerical examples help illustrate how these factors can be incorporated in firm making decisions.In addition to offering the theoretical foundation and practical guidelines for pricing, there are several distinctive features of the book.Pedagogically, the book takes a quantitative approach to pricing decisions and places a special emphasis on the utilization of data and analytics. Nevertheless, sound intuition and judgments remain a prerequisite.