“This breakthrough ‘how to’ book offers a practical and comprehensive framework that shows companies how to use price to drive profits from diverse customer segments in offensive and defensive (recession, inflation, and new competitor) situations.” — Richard Spaulding, Member of the Board of Directors, Scholastic Corporation 
Rafi Mohammed, author of The Art of Pricing, shows businesses how to reap financial windfalls and sustain growth using the underexploited and often overlooked strategy of setting prices.

The 1% Windfall: How Successful Companies Use Price to Profit and Grow

Business & Money

Mohammed, Rafi

Economics

Harper Business

This text presents a road-tested framework to help students and practitioners understand how to think about and implement effective Internet marketing programs. The focus is on using marketing levers to vary the level of intensity that the consumer has with a Website to build a relationship with the customer through four stages; from Awareness, to Exploration/Expansion, to Commitment, and possibly through Dissolution. 
This four stage customer-centric framework shows readers how to use the Internet to create intense and profitable relationships with their customers. In addition to comprehensively discussing the key levers that marketers can use to create relationships, the authors focus on two primary forces that the Internet brings to marketing the Individual and Interactivity - detailing how these forces influence key marketing levers and how these forces can be leveraged to create intense relationships with customers.

MP Internet Marketing: Building Advantage in a Networked Economy with CD

Fisher, Robert J.

Jaworski, Bernard J.

Cahill, Aileen

McGraw/Hill/Irwin

Internet Marketing: Building Advantage in a Networked Economy, 2e presents a “road-tested” framework to help students and practitioners understand how to think about and implement effective Internet marketing programs. The focus is on using marketing levers to vary the level of intensity that the consumer has with a Website to build a relationship with the customer through four stages: from Awareness, to Exploration/Expansion, to Commitment, and possibly through Dissolution. This four stage customer-centric framework shows readers how to use the Internet to create intense and profitable relationships with their customers. In addition to comprehensively discussing the key levers that marketers can use to create relationships, the authors focus on two primary forces that the Internet brings to marketing – the Individual and Interactivity - detailing how these forces influence key marketing levers and how these forces can be leveraged to create intense relationships with customers.

Internet Marketing, 2/e, with e-Commerce PowerWeb

FISHER, ROBERT

Paddison, Gordon

Jaworski,Bernard

Marketing & Sales

Want to make a bad year better or turn a good year into a blockbuster? Improve your pricing strategy and discover the untapped gold mine that exists in your products and services. Whether you are in marketing, a manager, on the salesforce, in finance, or the CEO/CFO, pricing your products matters to you. The Art of Pricing is a practical guide for solving one of the most important dilemmas in business: how to use price to uncover hidden profits and find new opportunities for growth. This roadmap to pricing illustrates and explains: <ul>
<li>The financial windfall that can be reaped from small changes in price</li> <li>Methods to derive the “right price” for your product or service</li> <li>How a series of easy-to-implement strategies enables companies to serve and profit from the largest possible customer base</li> <li>How new pricing strategies can activate dormant customers</li> <li>Why the key to better pricing is to provide customers with options – different prices, versions, and opportunities to purchase – to best meet their needs.</li> </ul>
Using a range of examples, from small businesses to big companies like Ford, Rafi shows how expanding your vision of pricing can accelerate profits and growth at your company. Critical Reviews When The Art of Pricing first came out, The New York Times named it among those business books that “should have been best sellers” but got lost “in the shuffle.” “The key to getting that additional profit, Mr. Mohammed contends in a clear, conversational tone, is to offer customers a variety of pricing options and allow them to pick the one that works best for them…What is clear from Mr. Mohammed’s book is that it might be easier to produce greater margins by concentrating on the numerator (price) – what you charge – instead of obsessing about costs.” The New York Times “The Art of Pricing is an entertaining primer on how to unlock ‘hidden profits’ and growth by aligning your product’s price with the value customers place on it.” BusinessWeek SmallBiz “This conversational, easy and informative read is worth paying attention to.” Entrepreneur Magazine “Here is a book that is really ‘where the rubber meets the road’ pricing…I enjoyed this book because the author wrote a book full of real world examples.” A Jack Covert Monthly Selection, 800CEOREAD Included in the Forbes’ Entrepreneurial Library (10 books that no entrepreneur should be without). “Pricing products and services is one of the most crucial, and difficult, decisions that an entrepreneur will make…he (Mohammed) finds psychological and macroeconomic rules to help readers set prices effectively as they enter the marketplace.” Forbes.com Testimonials “A lighthearted, anecdotal, but theoretically sophisticated primer on pricing, highly personal and readable, with abundant illustrations.” Alfred E. Kahn, Robert Julius Thorne Professor of Political Economy, Emeritus, at Cornell University, and former chairman of the Civil Aeronautics Board “The Art of Pricing is a ‘must read’ for every manager; it will help you better serve your customers as well as make you more money.” Irving Azoff, CEO of TicketMaster and CEO of Frontline Management “This book is richly illustrated with stories that show how pricing is as much disciplined science as art, and that masters of this discipline can reap profit while delighting customers. Rafi Mohammed is the da Vinci of pricing!” Robert G. Cross, Chairman and CEO of Revenue Analytics

The Art of Pricing, New Edition: How to Find the Hidden Profits to Grow Your Business

Management & Leadership

Charles River Business

Want to make a bad year better or turn a good year into a blockbuster? Stop leaking profits and discover the untapped gold mine that exists in your products. The Art of Pricing is the first practical, easy-to-understand guide to solving one of the most important dilemmas in business: how to use price to uncover a product’s hidden profits and find new opportunities for growth. When it comes to setting prices for products and services, even the most sophisticated businesspeople often rely on formulas and seat-of-the-pants instinct, based on what the competition is charging, marking up costs, and doing things as they’ve always been done. The result is that businesses of all sizes, from start-ups to the Fortune 100, leave money on the table. In The Art of Pricing, Rafi Mohammed, one of the world’s leading experts on pricing strategy, shows: • The astonishing impact that small changes to a pricing strategy can have on the bottom line • How the right pricing strategy can boost profits and grow your customer base • Why the right way to think about pricing is as a series of easy-to-implement strategies that allow companies to serve and profit from the largest possible customer base • Why the art of pricing involves understanding and capitalizing on the fact that different customer segments are willing to pay different prices for the same product • Why an effective pricing strategy is not about price gouging but one that incorporates fairness into every important pricing decision The Art of Pricing will be the invaluable missing link for people running companies, departments, divisions, and product lines, as well as for those in sales and marketing. Dr. Mohammed shows that an effective pricing strategy helps complete the circle by reaping the rewards due for the enormous effort, creativity, and investment made in developing and marketing products and services. Using a range of examples, from neighborhood restaurants to huge companies like Ford, he shows the importance of not falling short—and shortchanging yourself—when it comes to the heretofore little understood art of pricing. Also available as an eBook

The Art of Pricing: How to Find the Hidden Profits to Grow Your Business

Crown Business

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