The Oxford Handbook of Pricing Management is a comprehensive guide to the theory and practice of pricing across industries, environments, and methodologies. The Handbook illustrates the wide variety of pricing approaches that are used in different industries. It also covers the diverse range of methodologies that are needed to support pricing decisions across these different industries. It includes more than 30 chapters written by pricing leaders from industry, consulting, and academia. It explains how pricing is actually performed in a range of industries, from airlines and internet advertising to electric power and health care. The volume covers the fundamental principles of pricing, such as price theory in economics, models of consumer demand, game theory, and behavioural issues in pricing, as well as specific pricing tactics such as customized pricing, nonlinear pricing, dynamic pricing, sales promotions, markdown management, revenue management, and auction pricing. In addition, there are articles on the key issues involved in structuring and managing a pricing organization, setting a global pricing strategy, and pricing in business-to-business settings.
PART I. INTRODUCTION ; 1. Introduction ; PART II. PRICING IN SELECTED INDUSTRIES ; 2. Why are Prices Set the Way they Are? ; 3. Airline Pricing ; 4. Electric Power Pricing ; 5. Health Care Pricing in the United States: The Case of Hospitals ; 6. Pricing in Restaurants ; 7. Pricing of On-line Display Advertising ; 8. Consumer Credit Pricing ; 9. Wireless Services Pricing in the US ; 10. For What IT's Worth: Pricing Internal IT Services ; 11. Television Advertisement Pricing in the US ; 12. Pricing in the Cruise Line Industry ; 13. Less-than-Truckload Pricing ; 14. Pricing in the North American Protein Industry ; 15. Wine Pricing in the United States ; 16. Pricing and Sales Practices in the Grand Bazaar of Istanbul ; PART III. PRICING FUNDAMENTALS ; 17. Price Theory in Economics ; 18. Models of Demand ; 19. Game Theory Models of Pricing ; 20. Behavioral Issues in Pricing Management ; PART IV. PRICING TACTICS ; 21. Customized Pricing ; 22. Nonlinear Pricing ; 23. Dynamic List Pricing ; 24. Sales Promotions ; 25. Markdown Management ; 26. Revenue Management ; 27. Auction Pricing ; 28. Service Engineering: Design and Pricing of Service Features ; 29. Pricing in Business-to-Business Contracts: Sharing Risk, Profit, and Information ; 30. Joint Pricing and Inventory Management ; PART V. ORGANIZATION AND PROCESSES ; 31. Structuring and Managing an Effective Pricing Organization ; 32. Global Pricing Strategy ; 33. Using Lean Six Sigma to Improve Pricing Execution ; 34. Pricing with Confidence in Business-to-Business Settings ; PART VI. CURRENT CHALLENGES AND FUTURE PROSPECTS ; 35. Challenges and Future Prospects for Pricing Management
