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Smart Pricing: How Google, Priceline, and Leading Businesses Use Pricing Innovation for Profitability Hardcover – March 26 2010

4.3 out of 5 stars 57 ratings

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"Pricing innovation is not for the timid," conclude Jagmohan and Zhang (both, Wharton School, Univ. of Pennsylvania), "getting the pricing right is, in the end, both art and science." Nonetheless, they endeavor to broach the subject with an accessible range of modern price-setting techniques. Smart Pricing is at its best in consolidating "the art" of inventive price discrimination, assembling best practices from different companies across industries. Smart Pricing does provide an adequate, instructive primer on less conventional approaches to price decision making. Summing Up: Recommended. General readers; undergraduate students at all levels; professionals. -- S. M. Mohammed, SUNY Fredonia. Reprinted with permission from CHOICE, copyright by the American Library Association.  

From the Back Cover

“If you ever wondered how prices are determined, you will find it inSmart Pricing.This is the most comprehensive coverage on the topic for today's new economy. The insights in this book are priceless.

David J. Reibstein, The William S. Woodside Professor and Professor of Marketing, The Wharton School, University of Pennsylvania, and coauthor ofMarketing Metrics


“Global competition and digital technology have made pricing decisions more challenging than ever before. In this smart and excellent book, Jagmohan Raju and John Zhang have packed many years of experience and expertise to help managers navigate through the complex environment that they face today.

Sunil Gupta, Edward W. Carter Professor of Business and Head of the Marketing Department, Harvard Business School


Smart Pricingoffers a unique perspective on how pricing innovations can grow business and transform markets. Synthesizing best pricing practices from various businesses worldwide and research insights is quite illuminating. This superb book is a must-read for anyone interested in exploring the power of pricing.

Kamel Jedidi, John A. Howard Professor of Business, Columbia University


“A must-read for all managers who have to make profitable pricing decisions in an increasingly international market environment. Raju and Zhang provide highly innovative solutions for the most challenging problems in modern pricing-scientifically founded, management-focused, and fun to read.

Dr. Harley Krohmer, Chairman of the Institute of Marketing and Management, University of Bern - The Capital University of Switzerland


Innovative Pricing Strategies that Improve Profitability, Attract New Customers, and Transform Industries


InSmart Pricing,Wharton professors and renowned pricing experts Jagmohan Raju and Z. John Zhang draw on examples from high tech to low tech, from consumer markets to business markets, and from U.S. to abroad, to tell the stories of how innovative pricing strategies can help companies create and capture value as well as customers. They teach the pricing principles behind those innovative ideas and practices.


Smart Pricingintroduces to marketing and product executives, along with corporate strategists, many innovative approaches to pricing, as well as the research and insights that went into their creation. Filled with illustrative examples from the business world, readers will discover restaurants where customers set the price...learn how Google and other high-tech firms have used pricing to remake whole industries...and understand how executives in China successfully start and fight price wars to conquer new markets.


Smart Pricinggoes well beyond familiar approaches like cost-plus, buyer-based pricing, or competition-based pricing, and puts a wide variety of pricing mechanisms at your disposal. This book helps you understand them, choose them, and use them towin.


“Name your own price: not just for Priceline anymore

New ways to match the right offer with the right customer at the right moment


The new art of the price war

How to plan and execute a price war to conquer new sales territories


Are the best things in life really free?

What you can give away, what you can't, and how to defend against “free


The snob premium: from cachet to cash

The more you pay, the more it's worth


Product details

  • Publisher ‏ : ‎ FT Press; 1st edition (March 26 2010)
  • Language ‏ : ‎ English
  • Hardcover ‏ : ‎ 224 pages
  • ISBN-10 ‏ : ‎ 013149418X
  • ISBN-13 ‏ : ‎ 978-0131494183
  • Item weight ‏ : ‎ 430 g
  • Dimensions ‏ : ‎ 15.88 x 1.91 x 23.5 cm
  • Customer Reviews:
    4.3 out of 5 stars 57 ratings

Customer reviews

4.3 out of 5 stars
4.3 out of 5
57 global ratings

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Top reviews from other countries

4.0 out of 5 stars A smart book with appropriate examples of disruptive pricing
Reviewed in India on February 3, 2016
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One person found this helpful
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5.0 out of 5 stars 網羅的+実例が豊富
Reviewed in Japan on February 24, 2013
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Steven Forth
4.0 out of 5 stars Good Stories, Lacks Framework
Reviewed in the United States on September 3, 2010
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8 people found this helpful
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5.0 out of 5 stars Took John Zhang's class. Brilliant man, brilliant book.
Reviewed in the United States on August 20, 2013
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3 people found this helpful
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4.0 out of 5 stars A good introduction to alternative pricing models
Reviewed in the United States on December 3, 2010
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10 people found this helpful
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