'Pricing Strategy is a comprehensive text on pricing, examining pricing decisions with an aim to maximize a firm's profits through creating and capturing customers. With each price decision opportunity, this book highlights the stakeholder's importance of the decision, the key tradeoffs to consider in ing between opposing outcomes, and the influences that should guide the decision. To address the fundamental pricing challenges, the book has been structured into four parts: Setting the Price, Managing Price Variances, Establishing Price Structures, and Pricing Strategy.
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'Part 1 Setting the Price Chapter 1 Boundaries of a Good Price Chapter 2 Profit's Sensitivity to Price Chapter 3 Customer Perception-Driven Pricing Chapter 4 Price to Value Chapter 5 Psychological Influences on Price Sensitivity Part 2 Managing Price Variances Chapter 6 Price Segmentation Chapter 7 Price Promotions Chapter 8 Discount Management Part 3 Establishing Price Structures Chapter 9 Price Structures and Multipart Pricing Chapter 10 Add-ons, Accessories, and Complementary Products Chapter 11 Versioning Chapter 12 Bundling Chapter 13 Subscriptions and Customer Lifetime Value Chapter 14 Yield Management Part 4 Pricing Strategy Chapter 15 Competition and Pricing Chapter 16 Product Life Cycle Pricing Chapter 17 Pricing Decisions and the Law by Dennis P. W. Johnson Index
'Tim J. Smith Tim J. Smith is the managing principal of Wiglaf Pricing and an adjunct professor of marketing and economics at DePaul University. At Wiglaf Pricing, Smith provides strategic pricing support for entrepreneurial and globally established firms in business and consumer markets. At DePaul University, Smith teaches undergraduate and graduate courses in marketing as well as undergraduate economics. He has presented seminars on pricing to executive audiences throughout the globe. Smith began his career as a research scientist in quantum mechanics before his interest in transferring technological advances to societal implementations led to pursuits in business strategy. His focus on pricing is a natural culmination of his deep love of math and his orientation to capturing profitable customers. In addition to Pricing Strategy, Smith has authored two other texts in marketing, hundreds of popular business articles, and is the chief editor of the Wiglaf Journal. Smith is a member of the American Marketing Association and the American Physical Society. He has a bachelor's degree in physics and chemistry from Southern Methodist University, a bachelor's degree in mathematics from Southern Methodist University, a doctorate in physical chemistry from the University of Chicago, and a master's degree in business administration with high honors in strategy and marketing from the University of Chicago Graduate School of Business.
