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Price Management

Strategy, Analysis, Decision, Implementation

  • Hermann Simon
  • Martin Fassnacht

Table of contents

  1. Front Matter
    Pages i-xviii
  2. Hermann Simon, Martin Fassnacht
    Pages 1-28
  3. Hermann Simon, Martin Fassnacht
    Pages 29-84
  4. Hermann Simon, Martin Fassnacht
    Pages 85-142
  5. Hermann Simon, Martin Fassnacht
    Pages 143-172
  6. Hermann Simon, Martin Fassnacht
    Pages 173-208
  7. Hermann Simon, Martin Fassnacht
    Pages 209-257
  8. Hermann Simon, Martin Fassnacht
    Pages 259-297
  9. Hermann Simon, Martin Fassnacht
    Pages 299-327
  10. Hermann Simon, Martin Fassnacht
    Pages 329-388
  11. Hermann Simon, Martin Fassnacht
    Pages 389-416
  12. Hermann Simon, Martin Fassnacht
    Pages 417-442
  13. Hermann Simon, Martin Fassnacht
    Pages 443-469
  14. Hermann Simon, Martin Fassnacht
    Pages 471-511
  15. Hermann Simon, Martin Fassnacht
    Pages 513-556
  16. Back Matter
    Pages 557-558

About this book

Introduction

In this book, the world’s foremost experts on pricing integrate theoretical rigor and practical application to present a comprehensive resource that covers all areas of the field. This volume brings together quantitative and qualitative approaches and highlights the most current innovations in theory and practice. 

 

Going beyond the traditional constraints of “price theory” and “price policy,” the authors coined the term “price management” to represent a holistic approach to pricing strategy and tactical implementation.  They remind us that the Ancient Romans used one word, pretium, to mean both price and value.  This is the fundamental philosophy that drives successful price management where producer and customer meet. 

 

Featuring dozens of examples and case studies drawn from their extensive research, consulting, and teaching around the world, Simon and Fassnacht cover all aspects of pricing following the price management process with its four phases: strategy, analysis, decision, and implementation. Thereby, the authors take into account the nuances across industry sectors, including consumer goods, industrial products, services, and trade/distribution. In particular, they address the implications of technological advancements, such as the Internet and new measurement and sensor technologies that have led to a wealth of price management innovations, such as flat rates, freemium, pay-per-use, or pay-what-you-want. They also address the emergence of new price metrics, Big Data applications, two-sided price systems, negative prices, and the sharing economy, as well as emerging payment systems such as bitcoin.

 

The result is a “bible” for leaders who recognize that price is not only a means to drive profit in the short term, but a tool to generate sustained growth in shareholder value over the longer term, and a primer for researchers, instructors, and students alike.

Keywords

Price management Price strategy Price elasticity Price optimization Price behavior Price controlling Price policy Purchase decision Consumer behavior

Authors and affiliations

  • Hermann Simon
    • 1
  • Martin Fassnacht
    • 2
  1. 1.Simon-Kucher & Partners Strategy and Marketing ConsultantsBonnGermany
  2. 2.WHU – Otto Beisheim School of Management, Chair of Marketing and CommerceDüsseldorfGermany

Bibliographic information

Industry Sectors
Pharma
Automotive
Chemical Manufacturing
Biotechnology
Finance, Business & Banking
Telecommunications
Consumer Packaged Goods