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List of contents
- Innovation in pricing: introduction
Andreas Hinterhuber and Stephan M. Liozu
- Is innovation in pricing your next source of competitive advantage?
Andreas Hinterhuber and Stephan M. Liozu
- The organizational design of the pricing function in firms: a center-led management approach
Stephan M. Liozu and Kellie Ecker
- Organizational barriers and the implementation of customer value map analysis: a case study of a global manufacturing firm in the polymer technology industry
Niklas Hallberg and Linn Andersson
- CEO championing of pricing and the impact on firm performance
Stephan M. Liozu, Andreas Hinterhuber, Sheri Perelli and Toni Somers
- Who is in charge of value? The emerging role of Chief Value Officer
Ronald J. Baker and Stephan M. Liozu
- Interview: how a vice president of value can drive profits in B2B
Andreas Hinterhuber and Todd Snelgrove
- B2B pricing systems: proving ROI
Mark Stiving
- Ten considerations for your priving model innovation process
Stephan M. Liozu and Katie Richardson
- Effective pricing strategies in B2B markets
Rafel Farres
- Why segmentation matters
Linda Trevenen
- The five fundamental value factors
Ralf Drews
- Pricing processes in fast-paced business-to-business settings
Magnus Johansson
- Pricing due diligence in the mergers and acquisition process
David Dvorin, Jered Haedt and Vernon Lennon
- Busting the four fatal myths in pricing
Nelson Hyde
- Creating, calculating and communicating customer value: how compaies can set premium prices that customers are willing and able to pay
Todd Snelgrove
- Pricing strategies for recessionary times
Fernando Resende
- Using economic value communication to bend business-to-business buyers’ value perceptions
Christopher D. Provines
- Value: distilling the essence
Harry Macdivitt
- Innovation in estimating willingness to pay
Niels Biehn and Craig Zawada
- Cross-functional collaboration in value-based pricing
Steven Forth
- Winning on the margin: the B2B value imperative
Mike Moorman
- Behavioral aspects of pricing
Ben Lowe, Julian Lowe and David Lynch
- Research on odd prices: dead end or field of potential innovation?
Carmen Balan
- The next frontier of the pricing profession
Kevin Mitchell
