TY - BOOK AU - Hinterhuber, Andreas AU - Liozu, Stephan M. TI - Innovation in Pricing: Contemporary Theories and Best Practices SN - 9781138738270 U1 - 658.816 PY - 2018/// CY - Oxon PB - Routledge KW - Innovation in Pricing N1 - Part I: Introduction 1. Innovation in pricing: introduction 2. Is innovation in pricing your next source of competitive advantage? Part II: Innovation in Organizing the Pricing function 3. The organizational design of the pricing function in firms: a center-led management approach 4. Organizational barriers and the implementation of customer value map analysis: a case study of a global manufacturing firm in the polymer technology industry 5. CEO championing of pricing and the impact on firm performance 6. Who is in charge of value? The emerging role of Chief Value Officer 7. Interview: how a vice president of value can drive profits in B2B 8. B2B pricing systems: proving ROI Part III: Innovation in Pricing Strategy 9. Ten considerations for your pricing model innovation process 10. Effective pricing strategies in B2B markets 11. Why segmentation matters 12. The five fundamental value factors 13. Pricing processes in fast-paced business-to-business settings 14. Pricing due diligence in the mergers and acquisition process 15. Busting the four fatal myths in pricing 16. Creating, calculating and communicating customer value: how compares can set premium prices that customers are willing and able to pay 17. Pricing strategies for recessionary times Part IV: Innovation in Pricing tactics 18. Using economic value communication to bend business-to-business buyers’ value perceptions 19. Value: distilling the essence 20. Innovation in estimating willingness to pay 21. Cross-functional collaboration in value-based pricing 22. Winning on the margin: the B2B value imperative Part V: Psychological aspects of pricing 23. Behavioral aspects of pricing 24. Ben Lowe, Julian Lowe and David Lynch Part VI: The next frontier 25. Research on odd prices: dead end or field of potential innovation? ER -