Pub. Date:
Oxford University Press
The Oxford Handbook of Pricing Management

The Oxford Handbook of Pricing Management

by Özalp Özer, Robert PhillipsÖzalp Özer


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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.

Product Details

ISBN-13: 9780198714811
Publisher: Oxford University Press
Publication date: 08/05/2014
Series: Oxford Handbooks
Edition description: Reprint
Pages: 978
Product dimensions: 6.80(w) x 9.70(h) x 2.10(d)

About the Author

zalp zer has been a faculty member at Columbia University and Stanford University. His areas of specialization include demand and supply chain management, global production and distribution system design, contract and incentive design, capacity and inventory planning, and pricing management. His articles on these topics have appeared in leading academic journals such as Management Science and Operations Research. National Science Foundation and Fortune 500 companies have supported his research and teaching activities. He is an active consultant to industries such as high technology, automotive. He has developed and commercialized algorithms that optimize market timing, pricing, and inventory replenishment decisions. He has been invited to present his work at conferences and has given lectures at universities such as Harvard Business School and London Business School. He received his Ph.D. and M.S. degrees from Columbia University.

Robert Phillips is Director of the Center for Pricing and Revenue Management at Columbia University. Dr. Phillips has experience in pricing and revenue management in a wide variety of industries including airlines, hotels, rental cars, automotive, air freight, cruise lines, retail, and financial services. He is the former CEO of Talus Solutions and of Decision Focus Incorporated and the author of the widely used textbook, Pricing and Revenue Optimization. Dr. Phillips has served as a lecturer at Stanford University Business School and has published in many journals. He received his Ph.D. from Stanford University in Engineering Economic Systems.

Table of Contents

Part I. Introduction
1. Introduction, Ozalp Ozer and Robert Phillips
Part II. Pricing in Selected Industries
2. Why are Prices Set the Way they Are?, Robert Phillips
3. Airline Pricing, Brenda A. Barnes
4. Electric Power Pricing, Robert Wilson
5. Health Care Pricing in the United States: The Case of Hospitals, E. Andrew Boyd
6. Pricing in Restaurants, Sheryl E. Kimes, Robert Phillips, and Lisabet Summa
7. Pricing of On-line Display Advertising, Madhu Vudali and Andy Atherton
8. Consumer Credit Pricing, Simon Caufield
9. Wireless Services Pricing in the US, Jon Zimmerman
10. For What IT's Worth: Pricing Internal IT Services, Diogo Rau and Paul Willmott
11. Television Advertisement Pricing in the US, Robert Phillips and Graham Young
12. Pricing in the Cruise Line Industry, Warren H. Lieberman
13. Less-than-Truckload Pricing, Edward Kintz
14. Pricing in the North American Protein Industry, Michael Neal, Robert D. Pierce, Michael Freimer, and Sushil Verma
15. Wine Pricing in the United States, Warren Bidmead
16. Pricing and Sales Practices in the Grand Bazaar of Istanbul, Yosun Denizeri
Part III. Pricing Fundamentals
17. Price Theory in Economics, Thomas A. Weber
18. Models of Demand, Garrett J. van Ryzin
19. Game Theory Models of Pricing, Robert A. Shumsky and Praveen Kopalle
20. Behavioral Issues in Pricing Management, Ozalp Ozer and Yanchong (Karen) Zheng
Part IV. Pricing Tactics
21. Customized Pricing, Robert Phillips
22. Nonlinear Pricing, Shmuel Oren
23. Dynamic List Pricing, Yossi Aviv and Gustavo Vulcano
24. Sales Promotions, Robert C. Blattberg and Richard A. Briesch
25. Markdown Management, Rama Ramakrishnan
26. Revenue Management, Kalyan Talluri
27. Auction Pricing, Richard Steinberg
28. Service Engineering: Design and Pricing of Service Features, Guillermo Gallego and Catalina Stefanescu
29. Pricing in Business-to-Business Contracts: Sharing Risk, Profit, and Information, Murat Kaya and Ozalp Ozer
30. Joint Pricing and Inventory Management, Xin Chen and David Simchi-Levi
Part V. Organization and Processes
31. Structuring and Managing an Effective Pricing Organization, Mike Simonetto, Larry Montan, Julie Meehan, and Junko Kaji
32. Global Pricing Strategy, Thomas G. Jacobson, Greg Cudahy, Tiago Salvador, and Julian Short
33. Using Lean Six Sigma to Improve Pricing Execution, ManMohan S. Sodhi and Navdeep S. Sodhi
34. Pricing with Confidence in Business-to-Business Settings, Greg Cudahy, Thomas G. Jacobson, Tiago Salvador, Tiffany Gilbert, and Michelle Mahoney
Part VI. Current Challenges and Future Prospects
35. Challenges and Future Prospects for Pricing Management, Ozalp Ozer and Robert Phillips

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