000			01916naa a2200265uu 4500
001			9621
003			OSt
005			20190211154757.0
008			021227s2001 xx ||||gr |0|| 0 eng d
100	1		_aSIMON, Herman _910037
245	1	0	_aIndividualised pricing : _bboosting profitability with the higher art of power pricing
260			_c2001
520	3		_aWhile product and service customisation strategies are employed by growing number of successful companies on and off the Internet, customised pricing my offer gerater potential profit. The basic idea of price customisation is simple: Charge every customer the (individual) price he is willing to pay based on the (individual) value he places on the product. However, identifying that value for each individual customer is often an impossible task. Thus, you have to find a way to bundle customers into segments according to their value percpetion and then fence off these segments from one another. Managers must therefore first determine the different values customers place on their product and what that value is worth to each in monetary terms. Once this is done and customers are divided into segments, managers can choose among five innovative techniques to implement price customisation (multi-dimensional pricing, multi-person pricing, price budling, multi-product strategies and normal or Dutch auctions). A possible profit gain of 10-40 per cent could make it well worth investigating this innovative approach to pricing
650		4	_aPrice Customisation _918953
650		4	_aLicitação _912856
650		4	_aInnovative Pricing _918954
650		4	_aMultiple Brands _912493
650		4	_aPrice Bundling _918955
650		4	_aMulti-dimensional Pricing _918956
700	1		_aBUTSCHER, Stephan A _918957
773	0	8	_tEuropean Management Journal _g19 , 2, p. 109-114 _d, 2001 _w
942			_cS
998			_a20021227 _bCassio _cCassio
998			_a20140325 _b1018^b _ckarina
999			_aConvertido do Formato PHL _bPHL2MARC21 1.1 _c9760 _d9760
041			_aeng