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Price management in financial services: smart strategies for growth

Author: Wuebker, Georg ; Baumgarten, Jens ; Schmidt-Gallas, Dirk ; Koderisch, MartinPublisher: Gower , 2008.Language: EnglishDescription: 197 p. : Graphs/Ill./Maps ; 25 cm.ISBN: 9780566088216Type of document: BookBibliography/Index: Includes index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5416.5 .W84 2008
(Browse shelf)
Available 001245738
Total holds: 0

Includes index


Price Management in Financial Services Smart Strategies for Growth Contents List of Figures List of Tables Chapter 1 Introduction Chapter 2 Fundamentals of Modern Pricing Increasing relevance of pricing Profit destruction from price wars Price as the profit driver Simple price-response calculation vii xi 1 5 5 8 16 18 Chapter 3 Strategic Aspects of Pricing 25 Pricing process: from strategy to implementation 25 Strategic goals and pricing guidelines 27 Positioning and competitive advantages 31 Segmentation and pricing 39 Brand and pricing 42 Conclusion 43 Chapter 4 Price Optimization Methods 47 The revenue-risk matrix 47 Methods to determine price-response functions 48 Case study: conjoint analysis 57 Special considerations in calculating a price-response function 65 Conclusion 67 Chapter 5 Intelligent Price Differentiation Fundamentals of price differentiation Service related price differentiation Multi-channel pricing Global pricing Non-linear pricing Multi-person pricing Price bundling 69 69 72 73 78 81 84 87 Other forms of price differentiation Management recommendations Chapter 6 Psychological Aspects of Pricing Psychology and pricing Management of price awareness, price image and price perception Price thresholds Conclusion Chapter 7 Price Implementation Issues Implementation and pricing Price organization Price information systems Price implementation and sales incentive systems 97 98 101 101 102 109 111 113 113 113 118 127 Chapter 8 Case Studies 135 Introduction 135 A new price model for payment systems (B2B sector) 136 Pricing strategies for foreign trade business (B2B sector) 140 Value-added checking account packages 143 An innovative securities price model for private banking (B2B sector) 146 New securities price model in brokerage 150 Intelligent price and growth model in private banking 154 Price transparency and monitoring in retail banking 160 Brand premium in corporate banking 162 Smart pricing for investment funds 165 Cost and needs-based package solutions in basic banking services 168 Defining master pricing processes in retail and private banking (supported by a price process modelling tool) 172 Psychological aspects of pricing -- odd prices versus even prices (private banking -- cross-product) 176 Cross-products loyalty pricing scheme (retail/private -- cross product) 178 SEPA conforming payment packages 180 Price elasticity measurement for insurance businesses 182 Successful product differentiation based on customer value in motor insurance 184 Chapter 9 Insights for Financial Services Managers Index 189 191

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