Getting Price Right : : The Behavioral Economics of Profitable Pricing /

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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Bibliographic Details
Superior document:Title is part of eBook package: De Gruyter Columbia University Press Complete eBook-Package 2021
VerfasserIn:
Smith, Gerald,
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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Table of 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

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