000			03601cam a22003738i 4500
001			21953487
003			OSt
005			20230224113018.0
008			210322s2021 nyu 001 0 eng
010			_a 2021011180
020			_a9780231190701 _q(hardback)
020			_z9780231549073 _q(ebook)
040			_aDLC _beng _erda _cDLC
042			_apcc
050	0	0	_aHF5416.5 _b.S583 2021
082	0	0	_a658.816 SMI _223
100	1		_aSmith, Gerald E., _d1953- _eauthor.
245	1	0	_aGetting price right : _bThe behavioral economics of profitable pricing / _cGerald Smith.
263			_a2108
264		1	_aNew York : _bColumbia University Press, _c[2021]
300			_apages cm
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
500			_aIncludes index.
505	0		_aBehavioral economics of everyday pricing decisions -- Pricing orientation, pricing strategy -- Framing and strategic frames of reference -- Psychological pricing orientation: psychological price-setting bias and skills -- Social pricing orientation: cultural price-setting bias and skills -- Behavioral economics of cardinal pricing orientations -- Cost driven pricing orientation biases and skills -- Customer value driven pricing orientation biases and skills -- Customer willingness-to-pay driven pricing orientation biases and skills -- Competition driven pricing orientation biases and skills -- Balanced pricing orientations, profitable pricing strategy.
520			_a"Managerial pricing decisions lead to surprisingly counterintuitive-seemingly irrational-behaviors, often contradicting what traditional economics predicts. However, sometimes these misunderstood behaviors are in fact more rational than they appear. How do leaders, managers, and proprietors go about the essential task of setting prices? What biases enter into this process, and why? How can a business remove biases from its price setting to become more productive, strategic, and profitable? Combining perceptive insights from behavioral economics with leading-edge ideas on price management, this book offers a new approach to pricing. Gerald Smith demonstrates why understanding, reframing, and refining everyday pricing processes-one's pricing orientation-results in a better long-term pricing strategy. He explores how pricing actually happens in practice and shows how to identify and remove the psychological blinders that cause suboptimal decisions and policies. Smith details how to improve pricing orientation by combining the soft behavioral skills that intuitively shape and refine practice with the hard analytic skills that guide and structure pricing strategy. The result is more rational and more profitable pricing-with respect not only to revenue but also employee productivity and customer satisfaction. Offering an accessible and actionable model, Getting Price Right is the first book to apply behavioral economics to managerial price setting. It is a must-read for business leaders, thought leaders, and professionals interested in advances in pricing and for managers, entrepreneurs, proprietors, and small and midsize business owners whose everyday work involves pricing"-- _cProvided by publisher.
650		0	_aPricing.
650		0	_aEconomics _xPsychological aspects.
776	0	8	_iOnline version: _aSmith, Gerald E., 1953- _tGetting price right _dNew York City : Columbia University Press, [2021] _z9780231549073 _w(DLC) 2021011181
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2ddc _cBK
999			_c2788 _d2788