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Pricing, Profits and Customer Value
by Benson P. Shapiro Frank V. Cespedes Elliot B. RossThis note discusses how some firms (start-ups and established companies) maximize customer value and profits via their pricing processes. It is aimed at companies that compete on the basis of performance initiatives rather than absolute cost advantages and low price. It is suitable for use in courses or modules in Pricing, Entrepreneurial Management, Strategy, or Marketing.
The Pricing Puzzle: How to Understand and Create Impactful Pricing for Your Products
by Jan Y. YangThe price of virtually any product or service can reveal intriguing stories. The author looks back at his own decade-long pricing journey and shares some of the most exciting and insightful pricing stories, allowing readers to see the world from a different angle. From pricing a chilled Coke in Tehran, to iPhone, to explaining the fall of MUJI, this book reveals the rationales behind and outcomes of various pricing strategies. The author also presents a number of stories from China, a "price wonderland" in which he, both as a consumer and a pricing consultant, has observed unconventional pricing practices rarely found elsewhere, such as the frequent use of negative prices among tech unicorns, i.e., sellers paying consumers to use their products. Structured as a collection of short stories, the book offers a delightful and eye-opening reading experience for business owners, managers, and anyone interested in understanding what prices are, and how pricing works and interacts with us as customers.
Pricing Strategies: A Marketing Approach
by Professor Robert M. SchindlerWritten by a leading pricing researcher, Pricing Strategies makes this essential aspect of business accessible through a simple unified system for the setting and management of prices. Robert M. Schindler demystifies the math necessary for making effective pricing decisions. His intuitive approach to understanding basic pricing concepts presents mathematical techniques as simply more detailed specifications of these concepts.
Pricing Strategies: Harvesting Product Value
by Robert M. SchindlerWritten by a leading pricing researcher, this book provides a simple unified system for the setting and management of prices. The pricing procedures described are grounded in basic research and are generally applicable over products, situations, and times. The result is that students gain a deeper, more generally useful understanding of this essential aspect of business. The author demystifies the math necessary for making pricing decisions. Using clear, direct language, he explains in detail how to apply expected value, multiple regression, price elasticity, and generalized breakeven analysis to essential pricing tasks. He uses a descriptive approach to explaining mathematical techniques so that formulas can be seen as simply more detailed specifications of intuitive ideas. Used in dozens of college and MBA classes all over the world, Pricing Strategies is now available in a second edition. This revised edition includes updated examples and exercises as well as expanded coverage of topics such as freemium and in-app pricing, subscriptions, tipping, pay-what-you-want pricing, pricing algorithms, and dynamic pricing. Robert M. Schindler is a Professor of Marketing at Rutgers University, USA.
Pricing Strategies: Harvesting Product Value
by Robert M. SchindlerWritten by a leading pricing researcher, this book provides a simple unified system for the setting and management of prices. The pricing procedures described are grounded in basic research and are generally applicable over products, situations, and times. The result is that students gain a deeper, more generally useful understanding of this essential aspect of business. The author demystifies the math necessary for making pricing decisions. Using clear, direct language, he explains in detail how to apply expected value, multiple regression, price elasticity, and generalized breakeven analysis to essential pricing tasks. He uses a descriptive approach to explaining mathematical techniques so that formulas can be seen as simply more detailed specifications of intuitive ideas. Used in dozens of college and MBA classes all over the world, Pricing Strategies is now available in a second edition. This revised edition includes updated examples and exercises as well as expanded coverage of topics such as freemium and in-app pricing, subscriptions, tipping, pay-what-you-want pricing, pricing algorithms, and dynamic pricing. Robert M. Schindler is a Professor of Marketing at Rutgers University, USA.
Pricing Strategy Implementation: Translating Pricing Strategy into Results
by Andreas Hinterhuber Stephan M. LiozuPricing can truly transform organizations. The impact of pricing on organizations is a result of two factors: pricing strategy development and the implementation of these strategies. Implementation is arguably the most difficult part in the pricing strategy process where even seasoned practitioners demand guidance. Pricing strategy development requires creativity, analytical rigor, and an ability to master the internal political competition for scarce resources, but it takes place in a well-defined environment. Fast forward to strategy implementation: competitors that stubbornly fail to behave according to assumptions, new entrants, internal resistance, new opportunities, changing customer preferences, leadership changes, regulatory interventions, or market growth rates that change unexpectedly are some of the intervening variables between the pricing strategy originally developed and the strategy actually implemented. This book provides the theories and best practices that enable the effective implementation of pricing strategies. It offers: a best practice overview on how to convert a pricing strategy into superior results insights from current academic research on driving profits via pricing strategy implementation examples on how to deal with digital transformation in the context of pricing tools and insights into how to overcome internal resistance, align the organization, and forge win-win relationships with customers Taking a new approach, Pricing Strategy Implementation is a critical and practical tool for practicing executives and managers, as well as academics and researchers in pricing, marketing strategy, and strategic management.
Pricing the Future: Finance, Physics, and the 300-year Journey to the Black-Scholes Equation
by George G. SzpiroOptions have been traded for hundreds of years, but investment decisions were based on gut feelings until the Nobel Prize-winning discovery of the Black-Scholes options pricing model in 1973 ushered in the era of the "quants." Wall Street would never be the same. In Pricing the Future, financial economist George G. Szpiro tells the fascinating stories of the pioneers of mathematical finance who conducted the search for the elusive options pricing formula. From the broker's assistant who published the first mathematical explanation of financial markets to Albert Einstein and other scientists who looked for a way to explain the movement of atoms and molecules, Pricing the Future retraces the historical and intellectual developments that ultimately led to the widespread use of mathematical models to drive investment strategies on Wall Street.
Pricing the Planet's Future: The Economics of Discounting in an Uncertain World
by Christian GollierOur path of economic development has generated a growing list of environmental problems including the disposal of nuclear waste, exhaustion of natural resources, loss of biodiversity, climate change, and polluted land, air, and water. All these environmental problems raise the crucial challenge of determining what we should and should not do for future generations. It is also central to other policy debates, including, for example, the appropriate level of public debt, investment in public infrastructure, investment in education, and the level of funding for pension benefits and for research and development. Today, the judge, the citizen, the politician, and the entrepreneur are concerned with the sustainability of our development. The objective of Pricing the Planet's Future is to provide a simple framework to organize the debate on what we should do for the future. A key element of analysis by economists is the discount rate--the minimum rate of return required from an investment project to make it desirable to implement. Christian Gollier outlines the basic theory of the discount rate and the various arguments that favor using a smaller discount rate for more distant cash flows. With principles that can be applied to many policy areas, Pricing the Planet's Future offers an ideal framework for dynamic problems and decision making.
Pricing the Priceless: The Financial Transformation to Value the Planet, Solve the Climate Crisis, and Protect Our Most Precious Assets
by Paula DiPernaAn exciting exploration of the new frontier of finance, to value the planet and protect what has too long been treated as free and taken for granted--the natural assets we need and love most In Pricing the Priceless: The Financial Transformation to Value the Planet, Solve the Climate Crisis, and Protect Our Most Precious Assets, renowned environmental strategist, speaker, world traveler and author Paula DiPerna brings a unique voice and optic to de-mystify and unveil today’s most fascinating financial disruption—pricing the priceless to flip conventional ideas of how we value natural assets and why. She asks the provocative question long ignored: Why do we value the indispensable atmosphere at zero, but dispensable production in the trillions? She digs into alternatives, with real-life examples from around the globe of fascinating and pioneering financial innovations—controversial and paradoxical, but essential. In the book, you’ll travel from rainforests to Wall Street, Board Rooms to the Vatican, coral reefs to mangroves to China’s carbon markets. Timely, adventurous, eclectic, and accessible, Pricing the Priceless brings alive the critical financial transformation that will determine future planetary health and social stability. With power, clarity and real-world experience, the author also examines: Fascinating new financial inventions and experiments—insurance, bonds, markets, investment funds—all aimed at pricing what is precious and vital to human well-being How the great current intergenerational shift in wealth and attitudes is redefining investment trends and the idea of what constitutes wealth and return How climate change and other urgent environmental problems now require entirely new financial thinking to trigger solutions How once-radical ideas about measuring economic progress are now re-imagining the very purpose of capitalism Why finance needs critical re-invention to remain credible in the face of increasing public skepticism of business-as-usual economic practice A can’t-miss read for thought leaders, business executives, investors, activists, and entrepreneurs, Pricing the Priceless is a landmark that will shape the world and future, bridging the tangible and intangible to answer a critical question of rising economic and social inspiration: What is money for?
Pricing the Priceless: Covering Transformational Medicines at Harvard Pilgrim Health Plan
by Amitabh Chandra Sofia GuerraCase
Pricing Theory, Financing of International Organisations and Monetary History (Routledge Explorations in Economic History)
by Lawrence H. OfficerThis book presents the lifelong and ongoing research of Lawrence H. Officer in a systematic way. The result is an authoritative treatment of such issues as market structure and economic efficiency where more than one characteristic of a commodity is priced, both in general and in application to shipping conferences; financing of the United Nations and International Monetary Fund; monetary history of the UK and US; and central-bank preferences between gold and dollars, The book first examines multidimensional pricing, defined as pricing when a commodity or service has several characteristics that are priced. The second part is concerned with country-group conflicts in the United Nations and International Monetary Fund. The book then takes a fresh look at historical experiences of monetary-standard upheavals and the final part considers a crucial time (1958-67), during which central-bank gold-dollar decisions were power-politically determined.
Pricing Urban Water
by Laura EchternachtHigh population growth, informal settlements, and organizational and financial mismanagement represent major challenges for the water supply in many cities in developing countries. This book contributes to solving those problems by identifying systematic shortcomings and proposing solutions to improve the financial conditions in two representative cities: Hyderabad and Varanasi. Serious improvements are necessary for the further development of the water supply and sanitation networks in these areas. Pricing Urban Water offers a theoretical introduction to economics of the water sector, including the theory of water pricing and tariff systems, combined with detailed analyses of the water supply and sanitation infrastructure as well as of the municipal suppliers of Hyderabad and Varanasi. Introducing a method for estimating future water production costs in both cities serves as the basis for a tariff revision, which is put forward as one solution to improve the poor financial conditions both suppliers are in. Besides the revision of the tariff systems, some considerations on how to supply and charge urban poor and on the inclusion of private borewells in the tariffs are part of the discussion. Changes in both the organizational structure of the service providers and in the current delivery and use of the services are presented as further solutions to the problems in this sector.
Pricing with Confidence
by Reed Holden Mark BurtonBad pricing is a great way to destroy your company's value, revenue, and profits. With ten simple rules, this book shows you how to deliver both healthy profit margins and robust revenue growth while kicking the dreaded discounting habit. The authors destroy the conventional wisdom that you have to trade margins for revenues and show you how to fully exploit the value your company offers customers. This is a proven plan for increasing sales without sacrificing profits.
Pricing with Confidence: Ten Rules for Increasing Profits and Staying Ahead of Inflation
by Reed K. Holden Jeet MukherjeeNavigate Inflation, Keep Valuable Customers, Increase Profits As you read this, inflation is steadily and (not so) slowly eating into your profit margins. Simultaneously, your sales teams are using discounts and rebates as crutches to help them close sales, even as this habit threatens the profitability of your business. In the newly revised second edition of Pricing with Confidence: Ten Rules for Increasing Profits and Staying Ahead of Inflation, world-renowned pricing consultants and thought leaders Reed K. Holden and Jeet Mukherjee deliver a compelling argument against the conventional view that there is a tension between revenue growth and profit growth. In the book, you&’ll learn how your firm can enjoy both even as it stays ahead of inflation. The authors also explore: The importance of a sound pricing strategy to protect profits How stellar analytics and quality metrics can help you set the perfect price Innovation as the life blood of organizational growth How to set sales team and customer expectations, keep valuable customers, and achieve value from technology Building your &“selling backbone&” to prepare for tough negotiations and draft profitable RFPsA can&’t-miss update to one of the most valuable pricing resources on the market today, Pricing with Confidence belongs in the libraries of pricing managers, executives, founders, entrepreneurs, independent professionals, and anyone else expected to help their organization grow revenues while simultaneously improving margins.
Pride Before the Fall: The Trials of Bill Gates and the End of the Microsoft Era
by John HeilemannPride Before the Fall is the definitive account of the trial that shook an economy: United States v. Microsoft. Award-winning journalist John Heilemann uncovers the explosive truth behind the headlines: how the high-tech kingpins Bill Gates had tried to destroy, together with a motley crew of anonymous crusaders, worked in secret to help the government take down the most powerful empire of the information age. As colorful and riveting as a detective novel, Pride Before the Fall is an unforgettable tale of human ambition and human frailty - a timely saga of arrogance, hubris, ruthlessness, and revenge.e
Priests of Prosperity: How Central Bankers Transformed the Postcommunist World
by Juliet JohnsonPriests of Prosperity explores the unsung revolutionary campaign to transform postcommunist central banks from command-economy cash cows into Western-style monetary guardians. Juliet Johnson conducted more than 160 interviews in seventeen countries with central bankers, international assistance providers, policymakers, and private-sector finance professionals over the course of fifteen years. She argues that a powerful transnational central banking community concentrated in Western Europe and North America integrated postcommunist central bankers into its network, shaped their ideas about the role of central banks, and helped them develop modern tools of central banking. Johnson's detailed comparative studies of central bank development in Hungary, the Czech Republic, Slovakia, Russia, and Kyrgyzstan take readers from the birth of the campaign in the late 1980s to the challenges faced by central bankers after the global financial crisis. As the comfortable certainties of the past collapse around them, today’s central bankers in the postcommunist world and beyond find themselves torn between allegiance to their transnational community and its principles on the one hand and their increasingly complex and politicized national roles on the other. Priests of Prosperity will appeal to a diverse audience of scholars in political science, finance, economics, geography, and sociology as well as to central bankers and other policymakers interested in the future of international finance, global governance, and economic development.
The Primacy of Doubt: From Quantum Physics to Climate Change, How the Science of Uncertainty Can Help Us Understand Our Chaotic World
by Tim Palmer&“Quite possibly the best popular science book I&’ve ever read&” (Popular Science) shows how the tools that enabled us to overcome the uncertainty of the weather will enable us to find new answers to modern science's most pressing questions Why does your weather app say &“There&’s a 10% chance of rain&” instead of &“It will be sunny tomorrow&”? In large part this is due to the insight of Tim Palmer, who made uncertainty essential to the study of weather and climate. Now he wants to apply it to how we study everything else. In The Primacy of Doubt, Palmer argues that embracing the mathematics of uncertainty is vital to understanding ourselves and the universe around us. Whether we want to predict climate change or market crashes, understand how the brain is able to outpace supercomputers, or find a theory that links quantum and cosmological physics, Palmer shows how his vision of mathematical uncertainty provides new insights into some of the deepest problems in science. The result is a revolution—one that shows that power begins by embracing what we don&’t know.
The Primacy of Regime Survival: State Fragility And Economic Destruction In Zimbabwe
by Tony Hawkins Mark SimpsonThis book analyses the past and ongoing decline of Zimbabwe under the rule of ZANU-PF, with a primary focus on the period 1997 to the present. In contrast to much existing literature on post-independence Zimbabwe which has focused on the political dimensions of Zimbabwe’s fragility, this research highlights the economic aspects of Zimbabwe’s regression flowing from prolonged mismanagement of the economy which has served to consolidate the rule of the country’s political and economic elite. The Zimbabwean experience offers unique insights into the economic mensions of regime preservation. This book situates the Zimbabwe experience within the context of wider debates within the field of development studies, and the international community’s response to such situations.
Primal Leadership: Realizing the Power of Emotional Intelligence
by Daniel Goleman Richard E. Boyatzis Annie MckeeGoleman (Emotional Intelligence in Organizations, Rutgers U.) Richard Joyatzis (Organizational Behavior, Case Western Reserve U.) and Annie McKee (education, U. of Pennsylvania) explain how successful leaders use a reservoir of positivity to stimulate good feeling in those they lead.
Primal Leadership, With a New Preface by the Authors: Unleashing the Power of Emotional Intelligence
by Richard E. Boyatzis Annie Mckee Daniel GolemanThis is the book that established "emotional intelligence" in the business lexicon-and made it a necessary skill for leaders.Managers and professionals across the globe have embraced Primal Leadership, affirming the importance of emotionally intelligent leadership. Its influence has also reached well beyond the business world: the book and its ideas are now used routinely in universities, business and medical schools, and professional training programs, and by a growing legion of professional coaches.This refreshed edition, with a new preface by the authors, vividly illustrates the power-and the necessity-of leadership that is self-aware, empathic, motivating, and collaborative in a world that is ever more economically volatile and technologically complex. It is even timelier now than when it was originally published.From bestselling authors Daniel Goleman, Richard Boyatzis, and Annie McKee, this groundbreaking book remains a must-read for anyone who leads or aspires to lead.Also available in ebook format wherever ebooks are sold.
Primal Leadership, With a New Preface by the Authors
by Daniel Goleman Annie Mckee Richard BoyatzisThis is the book that established "emotional intelligence" in the business lexicon-and made it a necessary skill for leaders.Managers and professionals across the globe have embraced Primal Leadership, affirming the importance of emotionally intelligent leadership. Its influence has also reached well beyond the business world: the book and its ideas are now used routinely in universities, business and medical schools, and professional training programs, and by a growing legion of professional coaches.This refreshed edition, with a new preface by the authors, vividly illustrates the power-and the necessity-of leadership that is self-aware, empathic, motivating, and collaborative in a world that is ever more economically volatile and technologically complex. It is even timelier now than when it was originally published.From bestselling authors Daniel Goleman, Richard Boyatzis, and Annie McKee, this groundbreaking book remains a must-read for anyone who leads or aspires to lead.Also available in ebook format wherever ebooks are sold.
Primal Teams: Harnessing the Power of Emotions to Fuel Extraordinary Performance
by Jackie BarrettaEmotion, more than anything else, spells the difference between stellar and mediocre team performance. Fear, anger, frustration, and other negative feelings, can en danger a group's dynamic. But positive emotions have the power to transform it into a high-performance engine, where everyone operates at their peak. Their minds sharpen. They find creative solutions. They get great results. Thanks to discoveries in neuroscience and psychology, we now know that emotions operate independently from our logical minds. They can't be reasoned away. They must be dealt with directly. Drawing on the latest research, Primal Teams shows how any one can control potentially damaging emotions, while triggering the kind of passion and energy that supercharge performance. Illustrated with compelling examples, this groundbreaking guide reveals how to: Transform fear and negativity * Energize primal emotional systems * Activate insight and intuition * Foster emotional bonds and team spirit * Connect the team to a deeper purpose * And more Emotions determine whether a group works with energy and enthusiasm or just goes through the motions. With the array of insights and practical tools in this book, anyone can inspire an unprecedented level of performance.
Primalbranding: Create Belief Systems that Attract Communities
by Patrick HanlonIn one of the most original books of its kind ever written, Patrick Hanlon explains how the most powerful brands create a community of believers around the brand, revealing the seven components that will help every company and marketer capture the public imagination -- and seize a bigger slice of the pie. What is the magic glue that adheres consumers to Google, Mini Cooper, and Oprah, but not to others? Why do many brands with great product innovation, perfect locations, terrific customer experiences, even breakthrough advertising fail to get the same visceral traction in the marketplace that brands like Apple, Starbucks, or Nike have? After years of working with famous brands like Absolut, Ford Motor Company, LEGO, Disney, Montblanc, Sara Lee, and others, Patrick Hanlon, senior advertising executive and founder of Thinktopia, decided to find the answers. His search revealed seven definable assets that together construct the belief system that lies behind every successful brand, whether it's a product, service, city, personality, social cause, or movement. In Primal branding, Hanlon explores those seven components, known as the primal code, and shows how to use and combine them to create a community of believers in which the consumer develops a powerful emotional attachment to the brand. These techniques work for everyone involved in creating and selling an image -- from marketing managers to social advocates to business leaders seeking to increase customer preference for new or existing products. Primal branding presents a world of new possibility for everyone trying to spark public appeal -- and the opportunity to move from being just another product on the shelf to becoming a desired and necessary part of the culture.
Primary Care Centres
by Geoffrey PurvesPrimary Care Centres explores the process of planning and designing buildings for frontline medical practice. Taking as a starting point the concept that good design contributes directly to healthy living, the book shows beneficial effects that a good design brief can bring to the staff, patients and visitors of health care facilities. It outlines principles for designs that are both practical and useful. International case studies of healthcare facilities in the UK, US, Japan and South Africa provide technical detail and give best practice examples of well-designed healthy living centres, with an emphasis on building performance and catering for the latest government policy developments. This new edition provides trusted guidance on investing in effective architecture for architects and project managers involved in the design of healthcare facilities. Dr Geoffrey Purves is Chairman of Purves Ash LLP, a firm of Architects in Newcastle upon Tyne. He has held a range of professional appointments with the Royal Institute of British Architects and is an Honorary Research Associate at Durham University.