The psychology of price : how to use price to increase demand, profit and customer satisfaction /: how to use price to increase demand, profit and customer satisfaction. (2012)

• Record Type: Book
• Further Information: Note: Leigh Caldwell.
• Authors: Caldwell, Leigh
• Contents: Cover; Title; Copyright; Contents; Acknowledgements; Introduction; The seven principles of pricing; Chapter 1 Pricing as positioning; Chapter 2 Cost-based calculations; In focus: Famous prices in history; Chapter 3 Reading the customer's mind; Case study: Cereals at Tesco; Case study: Jewellery maker; Chapter 4 Segmentation; In focus: Does 99p pricing work?; Chapter 5 New launches, belief and fairness; Case study: A specialist consultancy and its reseller; Chapter 6 Memory and expectations, trials and reframing your prices; In focus: Should you increase your prices in line with inflation? Chapter 7 AnchoringCase study: Business consultancy; Chapter 8 Competition; In focus: Pricing publicity; Chapter 9 Decoys; Case study: Decoys on services; Case study: Self-decoying; Chapter 10 Paying tomorrow for what you get today; In focus: Negotiating; Chapter 11 The tea party; Chapter 12 Bundling; In focus: Name your own price; Chapter 13 Free off ers; Chapter 14 Upselling; In focus: Occasional versus frequent purchases; Chapter 15 Absorption and value pricing; Case study: Software company; Case study: Marketing consultant; Chapter 16 Other people's money. In focus: Should you publish your prices?Chapter 17 Managing the pricing environment; Chapter 18 The psychology of giving; In focus: How many pricing models are there?; Chapter 19 The ethics and law of pricing; Epilogue; Bibliography and further reading; Appendix A.A pricing diagnostic; 30 questions to ask to find out if your pricing is optimal; A quick-reference method for pricing a new product; Appendix B.A theory of psychology and cognition: the background to this book.
• Publisher Details: Richmond, Surrey : Crimson
• Publication Date: 2012
• Extent: 1 online resource
• Subjects: 658.8/16; Pricing; Marketing -- Economic aspects; Consumption (Economics); Prix -- Fixation; Marketing -- Aspect économique; BUSINESS & ECONOMICS -- Industrial Management; BUSINESS & ECONOMICS -- Management; BUSINESS & ECONOMICS -- Management Science; BUSINESS & ECONOMICS -- Organizational Behavior; Consumption (Economics); Marketing -- Economic aspects; Pricing
• Languages: English
• ISBNs: 9781780592008; 1780592000
• Related ISBNs: 9781780590073; 1780590075
• Notes: Note: Vendor-supplied metadata.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.