Getting Price Right : : The Behavioral Economics of Profitable Pricing / / Gerald Smith.
How do leaders, managers, and proprietors go about the essential task of setting prices? What biases enter into this process, and why? How can a business debias its price setting to become more productive, strategic, and profitable?Combining perceptive insights from behavioral economics with leading...
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Superior document: | Title is part of eBook package: De Gruyter Columbia University Press Complete eBook-Package 2021 |
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Place / Publishing House: | New York, NY : : Columbia University Press, , [2021] ©2021 |
Year of Publication: | 2021 |
Language: | English |
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Physical Description: | 1 online resource :; 145 figures and tables |
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Smith, Gerald, author. aut http://id.loc.gov/vocabulary/relators/aut Getting Price Right : The Behavioral Economics of Profitable Pricing / Gerald Smith. New York, NY : Columbia University Press, [2021] ©2021 1 online resource : 145 figures and tables text txt rdacontent computer c rdamedia online resource cr rdacarrier text file PDF rda Frontmatter -- Contents -- Preface -- PART I. Behavioral Economics of Everyday Pricing Decisions -- 1 Pricing Orientation . Pricing Strategy -- 2 Framing and Strategic Frames of Reference -- 3 Psychological Pricing Orientation: Psychological Price-Setting Biases and Skills -- 4 Social Pricing Orientation: Cultural Price-Setting Biases and Skills -- PART II. Behavioral Economics of Cardinal Pricing Orientations -- 5 Cost-Driven Pricing Orientation Biases and Skills -- 6 Customer Value–Driven Pricing Orientation Biases and Skills -- 7 Customer Willingness-to-Pay–Driven Pricing Orientation Biases and Skills -- 8 Competition-Driven Pricing Orientation Biases and Skills -- 9 Balanced Pricing Orientations, Profitable Pricing Strategy -- Notes -- Index restricted access http://purl.org/coar/access_right/c_16ec online access with authorization star How do leaders, managers, and proprietors go about the essential task of setting prices? What biases enter into this process, and why? How can a business debias its price setting to become more productive, strategic, and profitable?Combining perceptive insights from behavioral economics with leading-edge ideas on price management, this book offers a new approach to pricing. Gerald Smith demonstrates why understanding, reframing, and refining everyday pricing processes—a firm’s or manager’s pricing orientation—results in a better long-term pricing strategy. He explores how pricing actually happens in practice and shows how to identify and remove the psychological blinders that cause suboptimal decisions and policies. Smith details how to improve pricing orientation by combining the soft behavioral skills that intuitively shape and refine pricing practice with the hard analytic skills that guide and structure pricing strategy. The result is more rational and more profitable pricing—with respect to not only revenue and profitability but also employee productivity and customer satisfaction.Offering an accessible and actionable model, Getting Price Right is the first book to apply behavioral economics to managerial price setting. It is a must-read for corporate business leaders, thought leaders, and professionals interested in advances in pricing and for managers, entrepreneurs, proprietors, and small and midsize business owners whose everyday work involves pricing. Mode of access: Internet via World Wide Web. In English. Description based on online resource; title from PDF title page (publisher's Web site, viewed 29. Mai 2023) Economics Psychological aspects. Pricing. BUSINESS & ECONOMICS / Consumer Behavior. bisacsh Title is part of eBook package: De Gruyter Columbia University Press Complete eBook-Package 2021 9783110739077 Title is part of eBook package: De Gruyter EBOOK PACKAGE Business and Economics 2021 English 9783110754049 Title is part of eBook package: De Gruyter EBOOK PACKAGE COMPLETE 2021 English 9783110754001 Title is part of eBook package: De Gruyter EBOOK PACKAGE COMPLETE 2021 9783110753776 ZDB-23-DGG Title is part of eBook package: De Gruyter EBOOK PACKAGE Economics 2021 9783110753820 ZDB-23-DBV print 9780231190701 https://www.degruyter.com/isbn/9780231549073 Cover https://www.degruyter.com/document/cover/isbn/9780231549073/original |
language |
English |
format |
eBook |
author |
Smith, Gerald, Smith, Gerald, |
spellingShingle |
Smith, Gerald, Smith, Gerald, Getting Price Right : The Behavioral Economics of Profitable Pricing / Frontmatter -- Contents -- Preface -- PART I. Behavioral Economics of Everyday Pricing Decisions -- 1 Pricing Orientation . Pricing Strategy -- 2 Framing and Strategic Frames of Reference -- 3 Psychological Pricing Orientation: Psychological Price-Setting Biases and Skills -- 4 Social Pricing Orientation: Cultural Price-Setting Biases and Skills -- PART II. Behavioral Economics of Cardinal Pricing Orientations -- 5 Cost-Driven Pricing Orientation Biases and Skills -- 6 Customer Value–Driven Pricing Orientation Biases and Skills -- 7 Customer Willingness-to-Pay–Driven Pricing Orientation Biases and Skills -- 8 Competition-Driven Pricing Orientation Biases and Skills -- 9 Balanced Pricing Orientations, Profitable Pricing Strategy -- Notes -- Index |
author_facet |
Smith, Gerald, Smith, Gerald, |
author_variant |
g s gs g s gs |
author_role |
VerfasserIn VerfasserIn |
author_sort |
Smith, Gerald, |
title |
Getting Price Right : The Behavioral Economics of Profitable Pricing / |
title_sub |
The Behavioral Economics of Profitable Pricing / |
title_full |
Getting Price Right : The Behavioral Economics of Profitable Pricing / Gerald Smith. |
title_fullStr |
Getting Price Right : The Behavioral Economics of Profitable Pricing / Gerald Smith. |
title_full_unstemmed |
Getting Price Right : The Behavioral Economics of Profitable Pricing / Gerald Smith. |
title_auth |
Getting Price Right : The Behavioral Economics of Profitable Pricing / |
title_alt |
Frontmatter -- Contents -- Preface -- PART I. Behavioral Economics of Everyday Pricing Decisions -- 1 Pricing Orientation . Pricing Strategy -- 2 Framing and Strategic Frames of Reference -- 3 Psychological Pricing Orientation: Psychological Price-Setting Biases and Skills -- 4 Social Pricing Orientation: Cultural Price-Setting Biases and Skills -- PART II. Behavioral Economics of Cardinal Pricing Orientations -- 5 Cost-Driven Pricing Orientation Biases and Skills -- 6 Customer Value–Driven Pricing Orientation Biases and Skills -- 7 Customer Willingness-to-Pay–Driven Pricing Orientation Biases and Skills -- 8 Competition-Driven Pricing Orientation Biases and Skills -- 9 Balanced Pricing Orientations, Profitable Pricing Strategy -- Notes -- Index |
title_new |
Getting Price Right : |
title_sort |
getting price right : the behavioral economics of profitable pricing / |
publisher |
Columbia University Press, |
publishDate |
2021 |
physical |
1 online resource : 145 figures and tables |
contents |
Frontmatter -- Contents -- Preface -- PART I. Behavioral Economics of Everyday Pricing Decisions -- 1 Pricing Orientation . Pricing Strategy -- 2 Framing and Strategic Frames of Reference -- 3 Psychological Pricing Orientation: Psychological Price-Setting Biases and Skills -- 4 Social Pricing Orientation: Cultural Price-Setting Biases and Skills -- PART II. Behavioral Economics of Cardinal Pricing Orientations -- 5 Cost-Driven Pricing Orientation Biases and Skills -- 6 Customer Value–Driven Pricing Orientation Biases and Skills -- 7 Customer Willingness-to-Pay–Driven Pricing Orientation Biases and Skills -- 8 Competition-Driven Pricing Orientation Biases and Skills -- 9 Balanced Pricing Orientations, Profitable Pricing Strategy -- Notes -- Index |
isbn |
9780231549073 9783110739077 9783110754049 9783110754001 9783110753776 9783110753820 9780231190701 |
callnumber-first |
H - Social Science |
callnumber-subject |
HF - Commerce |
callnumber-label |
HF5416 |
callnumber-sort |
HF 45416.5 S583 42021 |
url |
https://www.degruyter.com/isbn/9780231549073 https://www.degruyter.com/document/cover/isbn/9780231549073/original |
illustrated |
Not Illustrated |
dewey-hundreds |
600 - Technology |
dewey-tens |
650 - Management & public relations |
dewey-ones |
658 - General management |
dewey-full |
658.8/16 |
dewey-sort |
3658.8 216 |
dewey-raw |
658.8/16 |
dewey-search |
658.8/16 |
oclc_num |
1243908594 |
work_keys_str_mv |
AT smithgerald gettingpricerightthebehavioraleconomicsofprofitablepricing |
status_str |
n |
ids_txt_mv |
(DE-B1597)600443 (OCoLC)1243908594 |
carrierType_str_mv |
cr |
hierarchy_parent_title |
Title is part of eBook package: De Gruyter Columbia University Press Complete eBook-Package 2021 Title is part of eBook package: De Gruyter EBOOK PACKAGE Business and Economics 2021 English Title is part of eBook package: De Gruyter EBOOK PACKAGE COMPLETE 2021 English Title is part of eBook package: De Gruyter EBOOK PACKAGE COMPLETE 2021 Title is part of eBook package: De Gruyter EBOOK PACKAGE Economics 2021 |
is_hierarchy_title |
Getting Price Right : The Behavioral Economics of Profitable Pricing / |
container_title |
Title is part of eBook package: De Gruyter Columbia University Press Complete eBook-Package 2021 |
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1770176064983662592 |
fullrecord |
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