Innovation in Pricing

This new edition of Innovation in Pricing builds on the success of the first, examining the ways in which pricing innovation can drive profits through articles and interviews with the world's leading academics, business practitioners and consultants in the field.
This book is the only book dedicated to innovation in pricing and is an essential read for business executives, innovation managers and pricing managers wishing to treat innovation in pricing as seriously as they treat product, service or business model innovation. It is also valuable supplementary reading for advanced students of marketing and sales.

1. Innovation in pricing: introduction


Andreas Hinterhuber and Stephan M. Liozu





2. Is innovation in pricing your next source of competitive advantage?


Andreas Hinterhuber and Stephan M. Liozu





3. The organizational design of the pricing function in firms: a center-led management approach


Stephan M. Liozu and Kellie Ecker





4. Organizational barriers and the implementation of customer value map analysis: a case study of a global manufacturing firm in the polymer technology industry


Niklas Hallberg and Linn Andersson





5. CEO championing of pricing and the impact on firm performance


Stephan M. Liozu, Andreas Hinterhuber, Sheri Perelli and Toni Somers





6. Who is in charge of value? The emerging role of Chief Value Officer


Ronald J. Baker and Stephan M. Liozu





7. Interview: how a vice president of value can drive profits in B2B


Andreas Hinterhuber and Todd Snelgrove





8. B2B pricing systems: proving ROI


Mark Stiving




9. Ten considerations for your priving model innovation process


Stephan M. Liozu and Katie Richardson





10. Effective pricing strategies in B2B markets


Rafel Farres





11. Why segmentation matters


Linda Trevenen





12. The five fundamental value factors


Ralf Drews





13. Pricing processes in fast-paced business-to-business settings


Magnus Johansson





14. Pricing due diligence in the mergers and acquisition process


David Dvorin, Jered Haedt and Vernon Lennon





15. Busting the four fatal myths in pricing


Nelson Hyde





16. Creating, calculating and communicating customer value: how compaies can set premium prices that customers are willing and able to pay


Todd Snelgrove





17. Pricing strategies for recessionary times


Fernando Resende





18. Using economic value communication to bend business-to-business buyers' value perceptions


Christopher D. Provines





19. Value: distilling the essence


Harry Macdivitt





20. Innovation in estimating willingness to pay


Niels Biehn and Craig Zawada





21. Cross-functional collaboration in value-based pricing


Steven Forth





22. Winning on the margin: the B2B value imperative


Mike Moorman





23. Behavioral aspects of pricing


Ben Lowe, Julian Lowe and David Lynch





24. Research on odd prices: dead end or field of potential innovation?


Carmen Balan





25. The next frontier of the pricing profession

Kevin Mitchell