The Oxford Handbook of Pricing Management

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.

Inhaltsverzeichnis:

• Part I. Introduction


• 1: Özalp Özer and Robert Phillips: Introduction


• Part II. Pricing in Selected Industries


• 2: Robert Phillips: Why are Prices Set the Way they Are?


• 3: Brenda A. Barnes: Airline Pricing


• 4: Robert Wilson: Electric Power Pricing


• 5: E. Andrew Boyd: Health Care Pricing in the United States: The Case of Hospitals


• 6: Sheryl E. Kimes, Robert Phillips, and Lisabet Summa: Pricing in Restaurants


• 7: Madhu Vudali and Andy Atherton: Pricing of On-line Display Advertising


• 8: Simon Caufield: Consumer Credit Pricing


• 9: Jon Zimmerman: Wireless Services Pricing in the US


• 10: Diogo Rau and Paul Willmott: For What IT's Worth: Pricing Internal IT Services


• 11: Robert Phillips and Graham Young: Television Advertisement Pricing in the US


• 12: Warren H. Lieberman: Pricing in the Cruise Line Industry


• 13: Edward Kintz: Less-than-Truckload Pricing


• 14: Michael Neal, Robert D. Pierce, Michael Freimer, and Sushil Verma: Pricing in the North American Protein Industry


• 15: Warren Bidmead: Wine Pricing in the United States


• 16: Yosun Denizeri: Pricing and Sales Practices in the Grand Bazaar of Istanbul


• Part III. Pricing Fundamentals


• 17: Thomas A. Weber: Price Theory in Economics


• 18: Garrett J. van Ryzin: Models of Demand


• 19: Robert A. Shumsky and Praveen Kopalle: Game Theory Models of Pricing


• 20: Özalp Özer and Yanchong (Karen) Zheng: Behavioral Issues in Pricing Management


• Part IV. Pricing Tactics


• 21: Robert Phillips: Customized Pricing


• 22: Shmuel Oren: Nonlinear Pricing


• 23: Yossi Aviv and Gustavo Vulcano: Dynamic List Pricing


• 24: Robert C. Blattberg and Richard A. Briesch: Sales Promotions


• 25: Rama Ramakrishnan: Markdown Management


• 26: Kalyan Talluri: Revenue Management


• 27: Richard Steinberg: Auction Pricing


• 28: Guillermo Gallego and Catalina Stefanescu: Service Engineering: Design and Pricing of Service Features


• 29: Murat Kaya and Özalp Özer: Pricing in Business-to-Business Contracts: Sharing Risk, Profit, and Information


• 30: Xin Chen and David Simchi-Levi: Joint Pricing and Inventory Management


• Part V. Organization and Processes


• 31: Mike Simonetto, Larry Montan, Julie Meehan, and Junko Kaji: Structuring and Managing an Effective Pricing Organization


• 32: Thomas G. Jacobson, Greg Cudahy, Tiago Salvador, and Julian Short: Global Pricing Strategy


• 33: ManMohan S. Sodhi and Navdeep S. Sodhi: Using Lean Six Sigma to Improve Pricing Execution


• 34: Greg Cudahy, Thomas G. Jacobson, Tiago Salvador, Tiffany Gilbert, and Michelle Mahoney: Pricing with Confidence in Business-to-Business Settings


• Part VI. Current Challenges and Future Prospects


• 35: Özalp Özer and Robert Phillips: Challenges
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