Overview

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.

Full Product Details

Author:   Özalp Özer (, Professor of Information System and Operations Management, School of Management, The University of Texas at Dallas) ,  Robert Phillips (, Professor of Professional Practice, Columbia Business School and Chief Science Officer, Nomis Solutions)
Publisher:   Oxford University Press
Imprint:   Oxford University Press
Dimensions:   Width: 17.10cm , Height: 5.30cm , Length: 24.60cm
Weight:   1.650kg
ISBN:  

9780198714811

ISBN 10:   0198714815
Pages:   978
Publication Date:   05 June 2014
Audience:   College/higher education ,  Professional and scholarly ,  Undergraduate ,  Postgraduate, Research & Scholarly
Format:   Paperback
Publisher's Status:   Active
Availability:   To order  
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Table of Contents

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

Reviews

`This wide ranging book provides many important lessons on effective pricing. It bristles with empirical information, reviewing practices in industries from advertising and airlines to wine and wireless services. It then lays out the analytics underlying effective pricing, examining methodologies such as game theory and behavioral decision, and strategies and techniques, such as auctions, markdowns, and promotions. This book is thoroughly grounded in real world considerations, looking at matters from how to manage an effective pricing organization to how to conduct a global pricing strategy. Learn from this book in all aspects but one. Its price should have been set ten times as high. But then you should still buy it. ' Richard Zeckhauser, Frank P. Ramsey Professor of Political Economy, Kennedy School, Harvard University `As an emerging and explosive field, pricing management research has been approached from multiple disciplines with many industry applications. The strength of this book is that it provides a comprehensive view of all such different disciplinary approaches, and in some cases, cross-disciplinary and integrative works, with an eye of a diverse set of industry application. It is a great reference for any researcher in this field. ' Hau Lee, Thoma Professor of Operations, Information and Technology, Stanford Graduate School of Business

'This wide ranging book provides many important lessons on effective pricing. It bristles with empirical information, reviewing practices in industries from advertising and airlines to wine and wireless services. It then lays out the analytics underlying effective pricing, examining methodologies such as game theory and behavioral decision, and strategies and techniques, such as auctions, markdowns, and promotions. This book is thoroughly grounded in real world considerations, looking at matters from how to manage an effective pricing organization to how to conduct a global pricing strategy. Learn from this book in all aspects but one. Its price should have been set ten times as high. But then you should still buy it. ' Richard Zeckhauser, Frank P. Ramsey Professor of Political Economy, Kennedy School, Harvard University 'As an emerging and explosive field, pricing management research has been approached from multiple disciplines with many industry applications. The strength of this book is that it provides a comprehensive view of all such different disciplinary approaches, and in some cases, cross-disciplinary and integrative works, with an eye of a diverse set of industry application. It is a great reference for any researcher in this field. ' Hau Lee, Thoma Professor of Operations, Information and Technology, Stanford Graduate School of Business

`As an emerging and explosive field, pricing management research has been approached from multiple disciplines with many industry applications. The strength of this book is that it provides a comprehensive view of all such different disciplinary approaches, and in some cases, cross-disciplinary and integrative works, with an eye of a diverse set of industry application. It is a great reference for any researcher in this field. ' Hau Lee, Thoma Professor of Operations, Information and Technology, Stanford Graduate School of Business `This wide ranging book provides many important lessons on effective pricing. It bristles with empirical information, reviewing practices in industries from advertising and airlines to wine and wireless services. It then lays out the analytics underlying effective pricing, examining methodologies such as game theory and behavioral decision, and strategies and techniques, such as auctions, markdowns, and promotions. This book is thoroughly grounded in real world considerations, looking at matters from how to manage an effective pricing organization to how to conduct a global pricing strategy. Learn from this book in all aspects but one. Its price should have been set ten times as high. But then you should still buy it. ' Richard Zeckhauser, Frank P. Ramsey Professor of Political Economy, Kennedy School, Harvard University

This wide ranging book provides many important lessons on effective pricing. It bristles with empirical information, reviewing practices in industries from advertising and airlines to wine and wireless services. It then lays out the analytics underlying effective pricing, examining methodologies such as game theory and behavioral decision, and strategies and techniques, such as auctions, markdowns, and promotions. This book is thoroughly grounded in real world considerations, looking at matters from how to manage an effective pricing organization to how to conduct a global pricing strategy. Learn from this book in all aspects but one. Its price should have been set ten times as high. But then you should still buy it. Richard Zeckhauser, Frank P. Ramsey Professor of Political Economy, Kennedy School, Harvard University As an emerging and explosive field, pricing management research has been approached from multiple disciplines with many industry applications. The strength of this book is that it provides a comprehensive view of all such different disciplinary approaches, and in some cases, cross-disciplinary and integrative works, with an eye of a diverse set of industry application. It is a great reference for any researcher in this field. Hau Lee, Thoma Professor of Operations, Information and Technology, Stanford Graduate School of Business

Author Information

Özalp Özer 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 also 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.

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