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Smart Pricing: How Google, Priceline, and Leading Businesses Use Pricing Innovation for Profitability

Download Smart Pricing: How Google, Priceline, and Leading Businesses Use Pricing Innovation for Profitability

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Product details

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Audible Audiobook

Listening Length: 6 hours and 59 minutes

Program Type: Audiobook

Version: Unabridged

Publisher: Audible Studios

Audible.com Release Date: June 4, 2010

Language: English, English

ASIN: B003PNRZSO

Amazon Best Sellers Rank:

Like many business books, this book is interesting and thought provoking. It is not a step by step manual that you can follow and apply to your business. There are many interesting examples of innovation that worked for various companies but may be disastrous if used by others. If you are a student and don't have any real world business experience, you'll be fascinated by this book. If you are a seasoned, self employed business person, you'll be intrigued and this book may get you thinking about new and innovative pricing stragities. However I expect that most small business people will gain little from this book and keep doing business as they have and only dream of being able to apply what they just read to their business.

This book tells some excellent stories about innovation in pricing. The focus is B2C (pricing of consumer goods), but that does not mean it is irrelevant to B2B. As we have seen time after time on the Internet, consumer models and applications often go on to spawn disruptive innovations in business markets.I found Chapter 3 on price wars in China, Chapter 4 on thinking small (which has some good points about Bottom of the Pyramid markets and what we can learn from them), Chapter 5 on automatic mark downs, and chapter 9 on pay for performance models especially useful. In chapter 3 on price wars in China there is a nice light explanation of Incremental Break Even Analysis and how it intersects with strategic choices in pricing competition. When reading this section I suggest you pop up your favorite spreadsheet and build the model then run a few scenarios on it to get a feel for its behavior (unless you are one of those rare people who can understand the behavior of an equation just by running it in your own mind). Then apply the model to yourself and your competitors and see what pricing decisions it leads to. The historical treatment of automatic markdowns at Filene's basement (I am writing in this in Cambridge, just across the Charles River from Filenes) and the analysis of buying psychology are also compelling. Pay for performance will be, I believe, one of the most disruptive pricing strategies going forward, and the more different examples one can read the better. I am glad that they included the classic Tom Nagle article "Money-Back Guarantee ... and other ways you never thought to buy your drugs" (the article is available on-line at LeveragePoint). There are useful 'rules of thumb' at the end of this chapter on when pay performance is likely to work. (Other chapters also have this feature, which is a nice feature of the book - the authors give you some guidance on when a particular pricing strategy is likely to work.). On the other hand, although the authors introduce two-sided markets in the chapter on Google, they do not unfold the implications for pricing and pricing strategy. Two-sided markets are likely to eat through traditional markets everywhere they can be applied (see Catalyst Code by David S. Evans; Richard Schmalensee).This book does not do for B2C pricing what Strategy and Tactics of Pricing (Nagle, Hogan and Zale) does for B2B. It does not have an integrative framework that can help one think through B2C pricing. Sadly, I do not think such a book has been written or such a framework developed. This may be because B2C pricing is very much a part of brand strategy, and any integrative approach to B2C pricing would also have to be a book on branding (and how branding is changing in a social media world). Pricing experts and brand builders are seldom the same people and often do not work well together, but a transformative book on B2C pricing will require input from both sides.

I got this book while in John Zhang's pricing class at Wharton. He basically taught us everything that is in the book. I never knew that pricing was such a complex tool for companies to use. And I never realized how ignorant people are to pricing strategies. this book really teaches you a lot. I cannot recommend it more to someone interested in marketing, or any concept of business for that matter.Not only are the concepts in this book essential for domination in the business world, but they can help in any situation. I really urge you to read it. It shows you how to think outside of the box. John Zhang taught how to look at pricing in a different way, and now I approach every situation differently. It's just amazing how much one book can change your outlook on life.Get it.

Great book intended to build company profits through innovative pricing strategies. Not to simply charge more for a product or service (although sometimes that works), there are ways to increase your market as well as increase retention and frequency of purchasing through strategies. So if you're looking to improve your company profits and don't know where to begin, well... focus on the pricing.

If your job is to set prices or you're looking for a technical introduction to pricing, this book is not for you. The book is written like a BusinessWeek article: a quick read, informative and thorough, but not detailed or a "how to" for practitioners. It's a great way to expand your thinking about the possible ways pricing and merchandising can work.The authors outline nine alternative pricing models including free, "pay as you wish", "pay if it works", and premium pricing. They also cover price wars and various types of discounting. I enjoyed the book because it broadened my horizons in terms of viable pricing models. You won't walk away with any techniques, but if you enjoy pricing stories and insights into pricing strategies you may not have encountered before, it's a good read. The authors give some interesting insights for each of the pricing models that make it engaging. For instance, they give detailed examples of why some restaurants have effectively implemented a "pay as you wish" pricing model. They also go into detail about why pricing wars work in some markets and give an interesting history of discounting methods.There's not really a conclusion to the book nor does it culminate in a summary; rather, the authors stay true to their initial premise that pricing is an explicit activity, not governed by an "invisible hand of the market." They write that pricing should be informed by business and customer context so each example is a way of getting you to think about what might work for different markets and customer groups.If you're looking for a professional pricing book that will help you actually set prices, try "The Strategy and Tactics of Pricing" by Thomas T. Nagle and Reed K. Holden. For a less technical treatment of pricing, I'd suggest "The Price Advantage" by Michael V. Varin or "Pricing with Confidence" by Reed K Holden. If you liked "Freakonomics" and are interested in more detail about pricing in the real world, try "Why Popcorn Costs So Much at the Movies" by Richard B. McKenzie.

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