Market-Oriented Pricing: Strategies for Management

By Michael H. Morris; Gene Morris | Go to book overview

SUGGESTED READINGS

Abratt, R. and L. F. Pitt ( 1985), "Pricing Practices in Two Industries," Industrial Marketing Management 14: 301-6.

Alcaly, R. E. ( 1979), "Information and Food Prices," Bell Journal of Economics 7 (Autumn): 658-71.

Bailey, E. L. ( 1982), Pricing Practices and Strategies. New York: The Conference Board, Inc.

Barkman, A. I. and J. D. Jolley ( 1986), "Cost Defenses for Antitrust Cases," Management Accounting (April): 37-40.

Barnes, James G. ( 1975), "Factors Influencing Consumer Reaction to Retail Newspaper 'Sale' Advertising," Proceedings, Fall Educators' Conference, Chicago: American Marketing Association, 471-77.

Berkowitz, Eric N. and John R. Walton ( 1980), "Contextual Influences on Consumer Price Responses: An Experimental Analysis," Journal of Marketing Research (August): 349-50.

Berry, D. ( 1983), "How Marketers Use Microcomputers--Now and In the Future," Business Marketing (December): 44-53.

Blair, Edward A. and E. Laird Landon, Jr. ( 1981), "The Effects of Reference Prices in Retail Advertisements," Journal of Marketing 45 (Spring): 61-69.

Blattberg, Robert C., Gary D. Eppen, and Joshua Lieberman ( 1981), "A Theoretical and Empirical Evaluation of Price Deals for Consumer Nondurables," Journal of Marketing 45 (Winter): 116-29.

Business Week ( 1974), "Pricing Strategy in an Inflationary Economy" (April 6): 42-49.

Business Week ( 1977), "Why Price-cutting Backfires in the Airline Industry," (October 10): 116-18.

Business Week ( 1977), "Flexible Pricing" (December 12): 78-88.

Business Week ( 1982), "Why Detroit Can't Cut Prices," (March 1): 110-11.

Butcher, J. ( 1984), "Try the 'True Market' Test First," Accountancy (March): 136-39.

Butcher, J. ( 1985), "Pricing Technique: Is there a Price for Everything?" Accountancy (October): 103-6.

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Market-Oriented Pricing: Strategies for Management
Table of contents

Table of contents

  • Recent Titles from Quorum Books ii
  • Title Page iii
  • Contents vii
  • Illustrations xi
  • Foreword xv
  • Preface xvii
  • 1 - Introduction: Price as a Statement of Value 1
  • References 17
  • 2 - Developing Pricing Programs 19
  • References 37
  • 3 - Understanding and Using Elasticity 39
  • References 54
  • 4 - The Psychology of Pricing 55
  • References 69
  • 5 - Negotiating Prices with Customers 71
  • Summary 85
  • References 86
  • 6 - Examining Costs from a Market Perspective 87
  • Summary 104
  • 7 - Industry and Competitor Analysis 107
  • References 124
  • 8 - Pricing across the Product Line 125
  • Summary 141
  • References 142
  • 9 - Legal and Ethical Aspects of Pricing Decisions 143
  • References 161
  • 10 - Computers as an Aid in Pricing 163
  • References 189
  • Suggested Readings 191
  • Index 197
  • About the Authors 201
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