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ویرایش:
نویسندگان: Frank Frohmann
سری: Management for Professionals
ISBN (شابک) : 3031245903, 9783031245909
ناشر: Springer
سال نشر: 2023
تعداد صفحات: 342
[343]
زبان: English
فرمت فایل : PDF (درصورت درخواست کاربر به PDF، EPUB یا AZW3 تبدیل می شود)
حجم فایل: 6 Mb
در صورت تبدیل فایل کتاب Digital Pricing: A Guide to Strategic Pricing for the Digital Economy به فرمت های PDF، EPUB، AZW3، MOBI و یا DJVU می توانید به پشتیبان اطلاع دهید تا فایل مورد نظر را تبدیل نمایند.
توجه داشته باشید کتاب قیمت گذاری دیجیتال: راهنمای قیمت گذاری استراتژیک برای اقتصاد دیجیتال نسخه زبان اصلی می باشد و کتاب ترجمه شده به فارسی نمی باشد. وبسایت اینترنشنال لایبرری ارائه دهنده کتاب های زبان اصلی می باشد و هیچ گونه کتاب ترجمه شده یا نوشته شده به فارسی را ارائه نمی دهد.
این یکی از اولین کتاب هایی است که مگاترند فعلی دیجیتالی شدن و قیمت گذاری را به عنوان موثرترین اهرم برای افزایش و حفظ سود ترکیب می کند. کتاب مبانی قیمت گذاری دیجیتال و همچنین روش های مدل سازی و مثال های پیاده سازی را ارائه می دهد. این ساختار به مقابله با آخرین تحولات و چالش های ناشی از دیجیتالی شدن کمک می کند. خوانندگان بینشی دقیق در مورد استفاده از مدلهای درآمد و قیمت نوآورانه برای ایجاد مزیت رقابتی پایدار برای شرکتهای خود به دست خواهند آورد. نویسنده از تجربیات بینصنعتی خود برای استفاده از چندین نمونه از رویکردهای نوآورانه قیمتگذاری دیجیتالی استفاده میکند که میتوانند در بخشهای صنعتی مانند خودرو، کالاهای صنعتی و ماشینآلات، و همچنین بخشهای خدماتی مانند مخابرات، حملونقل و گردشگری اعمال شوند.
This is one of the first books to combine the current megatrend of digitalization and pricing as the most effective lever for increasing and sustaining profits. The book presents the basics of digital pricing as well as modeling methods and implementation examples. This structure helps in tackling the latest developments and challenges due to digitalization. Readers will gain a detailed insight into using innovative revenue and price models to generate a sustainable competitive advantage for their companies. The author uses his cross-industry experience to draw on several examples of innovative digital pricing approaches which can be applied in industrial sectors such as automotive, industrial goods and machinery, as well as service sectors like telecommunications, transportation and tourism.
Aim of this book Contents About the Author List of Figures 1: Basics of Price Management 1.1 Digitization and Pricing The scope of the pricing logic in this book 1.2 Price as a Profit Driver Case study 1: Price effect 1.3 Specific Characteristics of the Price 1.4 The Price-Volume Function as an Indicator of Customer Response Practical tip 1.5 Market Dynamics and Price Elasticity Practical tip 1.6 Price Actions, Elasticities, and Profit Effects As an interim conclusion Case study 2: Price effect Practical example: Price effect 1.7 Practical Examples: Market Dynamics in Modern Industries Case study 1: High demand effect of price cuts Case study 2: Positive profit effect of price premia Case study 3: Increasing price elasticity through digitization and price transparency Case Study 4: Increasing price acceptance through technical advantage and innovation References 2: Characteristics of Digital Pricing 2.1 Characteristics of Digital Offerings in Terms of Pricing 2.2 General Conditions and Price-Related Characteristics of the Internet 2.3 Stages of Development of Digitization 2.4 Digitization and Competitive Dynamics References 3: Business Models 3.1 Business Models as the Starting Point for Digital Pricing Practical Example: Disney Theme Parks 3.2 Digital Business Models Case Study Music Streaming: Spotify Practical Examples: Marketplaces and Platforms Example: Cell Phones 3.3 Value Creation Through Data and Data-Driven Business Models Practical Example 1: Data-Driven Business Models Practical Example 2: Data-Driven Business Models Practical Example 3: Data-Driven Business Models 3.4 The Three-Level Model of Digital Pricing Practical Example: Modern Monetization Models Practical example 1: Hitachi (B2B) Practical example 2: AVE (B2C) Practical example 3: Amazon (B2C) Practical example 4: Google (B2C) Practical Example: Amazon (B2C) 3.5 Method Tip: Business Model Map Case Study: Resources as a Starting Point for the Business Model Definition Project Outline for the Business Model Map References 4: Revenue Models 4.1 Delineation: Revenue Models Practical Example 1: Google Waymo Practical Example 2: Automobile Manufacturer Practical Example 3: Amazon Practical Example 4: Google Case Study Music Streaming: Spotify 4.2 Services and Revenue Sources on the Internet Case Study: Revenue Sources for Smartphones Case Study: Revenue Sources for Games Case Study: Revenue Sources for Films Case Study: Apple Revenue Sources 4.3 Overview of Selected Revenue Models Case Study Music Streaming: Spotify References 5: Pricing Process Part 1: Analysis 5.1 Introduction to the Pricing Process 5.2 Determinants of Pricing 5.3 Costs Case Study MediaMarktSaturn 5.4 Competition 5.5 Customers References 6: Pricing Process Part 2: Strategy 6.1 From Corporate and Competitive Strategy to Pricing Strategy 6.2 Dimensions of the Pricing Strategy 6.3 Pricing Targets Method Tip: Target Prioritization Case Studies: Amazon ebooks and Apple iPhone 6.4 Competitive Strategies Case Studies Apple Case Study 6.5 Strategic Segmentation and Positioning Case Studies Implementation Tip 6.6 Competitive Advantage Matrix Case Study Praktiker Case Study Loewe 6.7 Strategic Behavior in Competition Case Study Retail Germany References 7: Pricing Process Part 3: Structure (3a: Price Differentiation) 7.1 Basics of Price Differentiation 7.2 Variants of Price Differentiation 7.2.1 Price Differentiation According to Market Segments Project Outline Pedelecs Case Study: Price Differentiation for Advertising Customers on the Internet Case Study Media-Saturn Retail Group Case Study Boss 7.2.2 Quantity-Based Price Differentiation Case Study Quantity-Based Price Differentiation 7.2.3 Price Differentiation According to Products 7.2.3.1 Price Bundling Case Study: Microsoft Office Package Case Study ``Customized Bundling´´ Case Studies Product Type Method Tip 7.2.3.2 Performance-Related Price Differentiation Case Study Netflix 7.3 Prerequisites for Price Differentiation Concepts References 8: Pricing Process Part 3: Structure (3b: Price Models) 8.1 Delimitation and Definition: Price Models 8.2 The Six Pillars of a Price Model Case Studies Case Study Aladoo 8.3 Reference Bases in Detail 8.3.1 Usage-Independent Reference Bases Case Study Telecommunications 8.3.2 Usage-Dependent Reference Bases 8.3.3 Value-Dependent Reference Bases Case Studies: Outcome-Based Price Models (Cf. Figure 8.5) 8.4 Price Metrics in Detail 8.5 Competitive Strategies and Price Models 8.6 Methodical Innovation: Concept for Optimizing Price Models 8.7 Success Criteria of Price Models Example 1: Software (SAP) Example 2: DVD Rental (Netflix) Example 3: Occupational Disability Insurance (WWK) References 9: Pricing Process Part 3: Structure (3c: Price Optimization) 9.1 Methods for Determining the Optimum Price 9.1.1 Observation 9.1.1.1 Price Experiments Case Study Offer Configurator 9.1.1.2 Econometric Analysis of Market Data 9.1.1.3 Voice of Consumer Analytics (``Social Listening´´) 9.1.1.4 A/B Testing 9.1.1.5 Online Auctions 9.1.2 Survey 9.1.2.1 Direct Price Query 9.1.2.2 Open Line Pricing 9.1.2.3 Gabor-Granger Method 9.1.2.4 Price-Sensitivity-Meter 9.1.2.5 Conjoint Measurement Excursus: Comparison of Methods (Conjoint Measurement Vs. Price Experiments) 9.1.3 Workshops 9.1.3.1 Focus Group Interviews 9.1.3.2 Expert Estimation 9.1.4 Excursus: Impact of Artificial Intelligence on Price Optimization Methods 9.2 Calculation of the Profit-Optimal Price Case Study: Automatic Price Optimization Via a Repricing Tool 9.3 Simulation Analyses for Product and Price Optimization 9.4 Method Innovation: Value-Price Optimization 9.4.1 Value-Price Optimization: Philosophy and Fundamentals 9.4.2 Methodological Steps of Value-Price Optimization at a Glance Practical Tip Method Tip: Analysis of Value Drivers 9.4.3 Summary of the Value Driver Analysis 9.5 Pricing Strategies for New Products Case Studies Penetration Strategy Case Studies Skimming Strategy References 10: Pricing Process Part 3: Structure (3d: Portfolio Pricing) 10.1 Challenges of Portfolio Pricing Apple Case Study Practical Example: Long-tail Business Model and Price Structure 10.2 Methodical Derivation of Price Structures 10.3 Project Outline: Product Line Pricing for Information Goods 10.4 Method Innovation: Analysis and Steering of Price Elasticity 10.5 Implementation Tip: Price-Related Measures to Influence Price Elasticity 10.6 Dynamic Pricing 10.6.1 Definition of Dynamic Pricing 10.6.2 History and Development Case Study Gas Stations 10.6.3 Delineation: Dynamic Pricing Versus Revenue Management Case Study Air Traffic 10.6.4 Requirements and Fields of Application 10.6.5 Objective of Dynamic Pricing 10.6.6 Technical Variants and Forms of Dynamic Pricing 10.6.7 Personalized Dynamic Pricing 10.6.8 Dynamic Pricing Case Studies 10.6.9 Risk Factors in Dynamic Pricing References 11: Pricing Process Part 4: Implementation 11.1 Introduction: Condition System and Sales Management 11.2 Basics of the Condition System 11.3 Performance-Oriented Condition Systems 11.4 Target Price Systems and Peer Pricing 11.5 Price Enforcement 11.5.1 Value Selling 11.5.2 Total Cost of Ownership Approach 11.5.3 Total Value of Ownership Bonus System 11.6 E-Bidding 11.7 Incentive System 11.8 Tactical Pricing References 12: Pricing Process Part 5: Monitoring 12.1 Price Monitoring: Challenges 12.2 Pricing Cockpit 12.2.1 Financial Monitoring 12.2.2 Monitoring Market Effects Case Study of User-oriented Monitoring: Amazon and Netflix Case Studies: Target Prioritization in Selected Industries Method Tip: Integration of Financial and Market Objectives Case Study Pricing Power: Sea Freight 12.2.3 Monitoring Pricing Excellence References 13: Pricing Process and Pricing Psychology 13.1 Focus Topic Pricing Process and Pricing Psychology: Introduction 13.2 Price Psychology and Structure (1): Mental Accounting 13.3 Price Psychology and Structure (2): Price Level Effect 13.4 Price Psychology and Structure (3): Anchoring 13.5 Price Psychology and Structure (4): Value Effect 13.6 Price Psychology and Structure (5): Price Threshold Effect 13.7 Price Psychology and Structure (6): Compromise Effect 13.8 Price Psychology and Structure (7): Decoy Effect 13.9 Price Psychology and Structure (8): Price Figure Communication 13.10 Price Psychology and Implementation (1): Tiered Discounts 13.11 Price Psychology and Implementation (2): Endowment Effect 13.12 Price Psychology and Implementation (3): Loss Aversion References