Pricing Strategy: Setting Price Levels, Managing Price Discounts and Establishing Price Structures Paperback – 17 Feb 2011
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Part I: SETTING THE PRICE. 1. Boundaries of a Good Price. 2. Profit's Sensitivity to Price. 3. Consumer Perception Driven Pricing. 4. Price to Value. 5. Psychological Influences to Price Sensitivity. Part II: MANAGING PRICE VARIANCES. 6. Price Segmentation. 7. Price Promotions. 8. Discount Management. Part III: ESTABLISHING PRICE STRUCTURES. 9. Price Structures and Multipart Tariffs. 10. Add-ons and Accessories. 11. Versioning. 12. Bundling. 13. Subscriptions and Customer Lifetime Value. 14. Yield Management. Part IV: PRICING STRATEGY. 15. Competition and Pricing. 16. Product Life Cycle Pricing. 17. Pricing Decisions and the Law.
About the Author
Well-known in the industry as a thought leader in pricing, Dr. Tim Smith is Managing Principal of Wiglaf Pricing as well as Adjunct Professor of Marketing at DePaul University. Dr. Smith is a researcher, an instructor, and a consultant in pricing strategy. He is a regular presenter at THE Professional Pricing Society conferences, in both the United States and Europe. With hard-hitting, focused messages for executives, he regularly presents actions that lead to dynamic results. At Wiglaf Pricing, Dr. Smith provides strategic pricing support for globally leading firms such as Symantec, as well as a host of entrepreneurial firms and portfolio companies of private capital. Dr. Smith has developed his insights into pricing through past roles, including Chief Marketing Officer of ISB Development, a software subsidiary of Nonolet in Novosibirsk, Russia, and Business Development Manager of SPL WorldGroup, a software product and consulting firm. Dr. Smith began his career as a research scientist in quantum mechanics before his interest in strategy prompted him to pursue an MBA. His focus on pricing is a natural culmination of his deep love of math and his market orientation. Dr. Smith holds an MBA with High Honors in Strategy and Marketing from the University of Chicago GSB, a PhD in Physical Chemistry from the University of Chicago, a BS in Chemistry and Physics, and BA in Mathematics from Southern Methodist University. In addition to this text, he has authored another book on systematically growing revenue in business.
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Top Customer Reviews
Unlike less substantial books, Tim Smith provides a logical analysis of the important trade-offs you will have to make in any major pricing project in a practical style, yet clearly demonstrating the important economic frameworks. The book examines the marketing, strategic, financial and economic issues you will need to weigh up in making your pricing decisions. It is illustrated with numerous relevant case studies, worked examples and graphics. There are optional appendices with a full mathematical treatment that need some basic knowledge of algebra.
Head of Pricing and Planning
UK Wireless Operator
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