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Principles of Pricing
An Analytical Approach

$52.00 (Z)

textbook
  • Date Published: March 2012
  • availability: In stock
  • format: Hardback
  • isbn: 9781107010659

$52.00 (Z)
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About the Authors
  • Pricing drives three of the most important elements of firm success: revenue and profits, customer behavior, and firm image. This book provides an introduction to the basic principles for thinking clearly about pricing. Unlike other marketing books on pricing, the authors use a more analytic approach and relate ideas to the basic principles of microeconomics. Rakesh Vohra and Lakshman Krishnamurthi also cover three areas in greater depth and provide more insight than may be gleaned from existing books: 1) the use of auctions, 2) price discrimination, and 3) pricing in a competitive environment.

    • Analytical and descriptive treatment of pricing, not simply anecdotal
    • Both relevant and rigorous in its approach, based on 20 years of teaching the subject in the MBA/PhD classroom
    • Readable as well as encouraging the reader to work through the logic of the arguments
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    Product details

    • Date Published: March 2012
    • format: Hardback
    • isbn: 9781107010659
    • length: 262 pages
    • dimensions: 229 x 152 x 16 mm
    • weight: 0.52kg
    • contains: 24 b/w illus. 55 tables
    • availability: In stock
  • Table of Contents

    1. Introduction
    2. Buyer behavior
    3. Estimating price response
    4. Uniform posted price
    5. Auctions
    6. Price discrimination
    7. Pricing and competition
    8. Bringing it all together
    9. Appendix on game theory.

  • Authors

    Rakesh Vohra, Northwestern University, Illinois
    Rakesh V. Vohra is the John L. and Helen Kellogg Professor of Managerial Economics and Decision Sciences at the Kellogg School of Management, Northwestern University, where he is also Director of the Center for Mathematical Studies in Economics and Management Science. He previously taught at the Fisher School of Business, Ohio State University, MIT's Sloan School of Management, the Wharton School, University of Pennsylvania and is the author of Advanced Mathematical Economics (2005) and Mechanism Design: A Linear Programming Approach (Econometric Society Monographs, Cambridge University Press, 2011). Professor Vohra received his doctorate in mathematics from the University of Maryland.

    Lakshman Krishnamurthi, Northwestern University, Illinois
    Lakshman Krishnamurthi is the Montgomery Ward Distinguished Professor of Marketing at the Kellogg School of Management, Northwestern University, where he has taught since 1980. He chaired the marketing department from 1993 to 2004 and has served as Academic Director of the Pricing Strategies and Tactics program since 1995. Professor Krishnamurthi is the recipient of the Paul Green and Donald Lehmann awards from the Journal of Marketing Research, the John D. C. Little award from Marketing Science and numerous teaching awards at Kellogg. He earned his doctorate in marketing from Stanford University.

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