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Pricing : A Guide to Pricing Decisions
This book on pricing decisions gives practical guidance on how to identify customer value, estimating customers’ willingness to pay for these benefits, and on how psychology affects customers’ perception of prices in a market.This strategic view on pricing gives the reader a competitive advantage.It empowers them with means to plan and perform a pricing strategy based on their value propositions. The target group for this book is managers, entrepreneurs, and business students.The book guides the reader in understanding how economics, strategy, marketing, and psychology are combined when it comes to pricing decisions.Further, the chapters contain step-by-step procedures that help managers and entrepreneurs to succeed with complex pricing decisions in busy workdays.The analysis is based on the basic edition of Microsoft Excel software.In sum, the book helps the reader to strategically plan, execute, and win price competitions.It covers topics such as dynamic pricing, estimation of customers willingness to pay, price competition and wars, customers’ reaction to unfair prices, and price tactics and strategy.The book includes specialized chapters on pricing in e-commerce, and pricing in the sharing economy.
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Pricing Design
Pricing projects can feel tricky, but it doesn't have to be. Dan Mall explains how to earn more, by understanding what goes into a price (and why hourly rates don't work) and what your clients really want-and are willing to pay for. Learn the right questions to ask and when, and ways to turn client requirements into numbers, with a real-world example from Dan's agency. Whether you're running a shop or going solo, this is a book you can't afford to miss.
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The Pricing Journey : The Organizational Transformation Toward Pricing Excellence
Innovations in pricing can be transformative, but to reach their potential companies must devote equal attention to technical and organizational capabilities.Most firms, however, only pay attention to the technical dimensions of pricing, which severely limits the success of their initiatives.To remedy this, The Pricing Journey provides an integrated guide to the organizational, social, and behavioral aspects of pricing—drawing on principles of socio-technical change.Based on extensive qualitative and quantitative research in an array of firms around the world, Stephan M.Liozu provides a practical roadmap for management teams that aim to reach a new level of pricing power. Liozu introduces the 5 C model of transformation, which relies on change, capabilities, champions, confidence, and center-led organizational design to create effective and lasting pricing strategies.Rooting his recommendations in research and practice, Liozu proposes specific capabilities to develop on the road to pricing excellence.This book prepares pricing and marketing professionals to be true strategic partners, while contributing the study of pricing transformation.
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Nonlinear Option Pricing
New Tools to Solve Your Option Pricing ProblemsFor nonlinear PDEs encountered in quantitative finance, advanced probabilistic methods are needed to address dimensionality issues.Written by two leaders in quantitative research—including Risk magazine’s 2013 Quant of the Year—Nonlinear Option Pricing compares various numerical methods for solving high-dimensional nonlinear problems arising in option pricing.Designed for practitioners, it is the first authored book to discuss nonlinear Black-Scholes PDEs and compare the efficiency of many different methods.Real-World Solutions for Quantitative Analysts The book helps quants develop both their analytical and numerical expertise.It focuses on general mathematical tools rather than specific financial questions so that readers can easily use the tools to solve their own nonlinear problems.The authors build intuition through numerous real-world examples of numerical implementation.Although the focus is on ideas and numerical examples, the authors introduce relevant mathematical notions and important results and proofs.The book also covers several original approaches, including regression methods and dual methods for pricing chooser options, Monte Carlo approaches for pricing in the uncertain volatility model and the uncertain lapse and mortality model, the Markovian projection method and the particle method for calibrating local stochastic volatility models to market prices of vanilla options with/without stochastic interest rates, the a + b? technique for building local correlation models that calibrate to market prices of vanilla options on a basket, and a new stochastic representation of nonlinear PDE solutions based on marked branching diffusions.
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Pricing Decoded : How Leading Pricing Practitioners Manage Price to Boost Profits
Pricing is a key priority of every company globally, as both customers and businesses grapple with ever more challenging economic conditions.Pricing Decoded is an authoritative but easy-to-read guide to support the transition to robust pricing to drive profitability. Renowned pricing experts Danilo Zatta and Maciej Kraus show organizations how to boost profitability and build a competitive advantage, transforming the way to set and manage prices.Case studies from the world’s leading pricing practitioners in both B2C and B2B organizations, such as Alcatel-Lucent, Asashi, Google, BP-Castrol, Unilever, Microsoft, Borealis, Hilton, Nike, MediaWorld, Philips Healthcare, Schneider Electric, DHL, Zalando, Zuora, Workday, Assa Abbloy, and Coor, are presented throughout.This book makes smart and innovative pricing more accessible and understandable for all.It provides a strong foundation in the concepts as well as the application in business, empowering you to judge monetization opportunities in a more effective way and ultimately make better decisions. The book is relevant to C-levels, managers, entrepreneurs, investors, as well as sales, marketing, and pricing managers, who want to learn more about topline potentials and monetization through pricing and achieve sustainable growth.
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Pricing in General Insurance
Based on the syllabus of the actuarial profession courses on general insurance pricing – with additional material inspired by the author’s own experience as a practitioner and lecturer – Pricing in General Insurance, Second Edition presents pricing as a formalised process that starts with collecting information about a particular policyholder or risk and ends with a commercially informed rate.The first edition of the book proved very popular among students and practitioners with its pragmatic approach, informal style, and wide-ranging selection of topics, including:Background and context for pricingProcess of experience rating, ranging from traditional approaches (burning cost analysis) to more modern approaches (stochastic modelling)Exposure rating for both property and casualty productsSpecialised techniques for personal lines (e.g., GLMs), reinsurance, and specific products such as credit risk and weather derivativesGeneral-purpose techniques such as credibility, multi-line pricing, and insurance optimisationThe second edition is a substantial update on the first edition, including:New chapter on pricing models: their structure, development, calibration, and maintenanceNew chapter on rate change calculations and the pricing cycleSubstantially enhanced treatment of exposure rating, increased limit factors, burning cost analysisExpanded treatment of triangle-free techniques for claim count developmentImproved treatment of premium building and capital allocationExpanded treatment of machine learningEnriched treatment of rating factor selection, and the inclusion of generalised additive modelsThe book delivers a practical introduction to all aspects of general insurance pricing and is aimed at students of general insurance and actuarial science as well as practitioners in the field.It is complemented by online material, such as spreadsheets which implement the techniques described in the book, solutions to problems, a glossary, and other appendices – increasing the practical value of the book.
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Asset Pricing : Revised Edition
Winner of the prestigious Paul A. Samuelson Award for scholarly writing on lifelong financial security, John Cochrane's Asset Pricing now appears in a revised edition that unifies and brings the science of asset pricing up to date for advanced students and professionals.Cochrane traces the pricing of all assets back to a single idea--price equals expected discounted payoff--that captures the macro-economic risks underlying each security's value.By using a single, stochastic discount factor rather than a separate set of tricks for each asset class, Cochrane builds a unified account of modern asset pricing.He presents applications to stocks, bonds, and options.Each model--consumption based, CAPM, multifactor, term structure, and option pricing--is derived as a different specification of the discounted factor.The discount factor framework also leads to a state-space geometry for mean-variance frontiers and asset pricing models.It puts payoffs in different states of nature on the axes rather than mean and variance of return, leading to a new and conveniently linear geometrical representation of asset pricing ideas. Cochrane approaches empirical work with the Generalized Method of Moments, which studies sample average prices and discounted payoffs to determine whether price does equal expected discounted payoff.He translates between the discount factor, GMM, and state-space language and the beta, mean-variance, and regression language common in empirical work and earlier theory.The book also includes a review of recent empirical work on return predictability, value and other puzzles in the cross section, and equity premium puzzles and their resolution.Written to be a summary for academics and professionals as well as a textbook, this book condenses and advances recent scholarship in financial economics.
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Mastering Services Pricing : Designing pricing that works for you and for your clients
The definitive guide on how to price services to deliver profit, fund for product development and meet the needs of the customer/client at a price they are happy to pay. As traditional manufacturing companies move to service provision, how should they price their services? What pricing model should they develop and what buyer behaviour model should they nurture?What will happen if you get your services offering right, but your pricing model wrong? Mastering Services Pricing shows you how to create pricing that allows you to deliver maximum profit and high client satisfaction. · Learn that the ‘cost plus’ model won’t work for service provision · Understand how your competitors will use pricing to gain market share, create growth and tie in existing customers · Recognise that Product pricing is coercive, services pricing is collaborative · Understand that services pricing includes lots of ‘frees’ · Understand market positioning and how this affects your price and how you can communicate this to clients · Discover how to maximise profit and client satisfaction · Be confident in your pricing strategy by having a sound basis for your decision making
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