Smart Pricing: How Google, Priceline, And Leading Businesses Use Pricing Innovation For…

Paperback | March 26, 2010

byJagmohan Raju, Z. Zhang

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In Smart Pricing: How Google, Priceline and Leading Businesses Use Pricing Innovation for Profitability, Wharton professors and renowned pricing experts Jagmohan Raju and Z. John Zhang draw on examples from high tech to low tech, from consumer markets to business markets, and from U.S. to abroad, to tell the stories of how innovative pricing strategies can help companies create and capture value as well as customers. They teach the pricing principles behind those innovative ideas and practices.

 

Smart Pricing introduces many innovative approaches to pricing, as well as the research and insights that went into their creation. Filled with illustrative examples from the business world, readers will learn about restaurants where customers set the price, how Google and other high-tech firms have used pricing to remake whole industries, how executives in China successfully start and fight price wars to conquer new markets.

 

Smart Pricing goes well beyond familiar approaches like cost-plus, buyer-based pricing, or competition-based pricing, and puts a wide variety of pricing mechanisms at your disposal. This book helps you understand them, choose them, and use them to win.

 

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From the Publisher

In Smart Pricing: How Google, Priceline and Leading Businesses Use Pricing Innovation for Profitability, Wharton professors and renowned pricing experts Jagmohan Raju and Z. John Zhang draw on examples from high tech to low tech, from consumer markets to business markets, and from U.S. to abroad, to tell the stories of how innovative p...

Professor Jagmohan S. Raju is the Joseph J. Aresty Professor at the Wharton School and the Chair of the Marketing Department. He is also the Executive Director of the Wharton-Indian School of Business partnership. Before becoming an academic, Professor Raju worked with the Tata Administrative Service and Philips India Ltd.   He h...
Format:PaperbackDimensions:224 pages, 8.8 × 5.9 × 0.6 inPublished:March 26, 2010Publisher:Pearson EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0134384997

ISBN - 13:9780134384993

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Extra Content

Table of Contents

About the Authors     xi

 

Introduction  Fingerprints of the Invisible Hand     1

Chapter 1    "Pay As You Wish” Pricing     19

Chapter 2     Why the Best Things in Life Are Free     41

Chapter 3    The Art of Price Wars     59

Chapter 4    Thinking Small     79

Chapter 5    The Automatic Markdown     101

Chapter 6    Name Your Own Price     119

Chapter 7    Subscribe and Save: Pricing for Marketing Profitability     139

Chapter 8    The Snob Premium     161

Chapter 9    Pay if it Works     181

Chapter 10  Conclusion     201

 

Index     207

Editorial Reviews

"Pricing innovation is not for the timid," conclude Jagmohan and Zhang (both, Wharton School, Univ. of Pennsylvania), "getting the pricing right is, in the end, both art and science." Nonetheless, they endeavor to broach the subject with an accessible range of modern price-setting techniques. Smart Pricing is at its best in consolidating "the art" of inventive price discrimination, assembling best practices from different companies across industries. Smart Pricing does provide an adequate, instructive primer on less conventional approaches to price decision making. Summing Up: Recommended. General readers; undergraduate students at all levels; professionals. -- S. M. Mohammed, SUNY Fredonia. Reprinted with permission from CHOICE, copyright by the American Library Association.