The Price is Wrong
Understanding What Makes a Price Seem Fair and the True Cost of Unfair Pricing
Published on 12. June 2008
256 pages
978-0-470-22619-3 (ISBN)
Description
Fair pricing is an issue that affects us all, whether we?reconsumers or merchants. Throughout her career, Sarah Maxwell hasseen how pricing practices?across a variety of different areas,from mobile phones and airline tickets to prescription drugs andgasoline?impact our everyday lives. Now, with The Price IsWrong, Maxwell shares her deepest insights on this issue andexamines both the psychological and sociological basis of fairpricing.
More details
Edition
1. Auflage
Language
English
Place of publication
Newark
United States
Publishing group
John Wiley & Sons
Product notice
Reflowable
Illustrations
Charts: 3 B&W, 0 Color; Tables: 8 B&W, 0 Color; Graphs: 0 B&W, 0 Color
File size
1,50 MB
ISBN-13
978-0-470-22619-3 (9780470226193)
Schweitzer Classification
Other editions
Additional editions
Sarah Maxwell
The Price is Wrong
Understanding What Makes a Price Seem Fair and the True Cost of Unfair Pricing
Book
02/2008
Wiley
€31.00
Shipment within 10-20 days
Person
Sarah Maxwell, PhD, is an expert in fair pricing, with both academic and business experience in this field. She is an Associate Professor at Fordham University and is Co-Director of the Fordham Pricing Center. Dr. Maxwell is also Associate Editor of Pricing for the Journal of Product and Brand Management and has written for a variety of publications, including the Journal of Business Research, Journal of Economic Psychology, and the American Journal of Economics and Sociology. Previously, Dr. Maxwell was a vice president of marketing for Aramark and consulted with divisions in Europe and Japan. She has also consulted and taught in several countries including India, China, and Brazil.
Content
Foreword ix
Acknowledgments xiii
About the Author xv
Part I: Background
Chapter 1: Introduction: "Play fair or I quit!" 3
Chapter 2: History: "A 'just' price is not God-given!"13
Part II: Model
Chapter 3: Model: "Now I'm not just annoyed, I'm furious!"23
Chapter 4: Norms: "That's wrong, and we all know it!" 31
Chapter 5: Emotions: "You're not being fair and I hate you!"41
Chapter 6: Expectations: "That price is a rip-off!" 47
Chapter 7: Outcomes: "You should get what you pay for!" 55
Chapter 8: Attributions: "The seller is to blame!" 65
Chapter 9: Process: "Ya gotta play by the rules!" 73
Chapter 10: Punishment: "Revenge is sweet!" 85
Chapter 11: Power: "Beware a customer wronged!" 93
Chapter 12: Trust: "Fair price? I doubt it!" 101
Part III: Applications
Chapter 13: Modifications: "Sorry! The rules have changed!"111
Chapter 14: Tipping: "Just don't stiff the waiter!" 119
Chapter 15: Discrimination: "It's unfair to charge me more thanothers!" 125
Chapter 16: Negotiations: "Split the difference. That's fair!"133
Chapter 17: Taxes: "Paying taxes is as American as dislikingtaxes" 145
Chapter 18: Culture: "But I never ordered any bread!" 155
Chapter 19: Practices: "So how is a company supposed to pricefairly?" 165
Notes 179
Glossary 205
References 213
Index 233
Acknowledgments xiii
About the Author xv
Part I: Background
Chapter 1: Introduction: "Play fair or I quit!" 3
Chapter 2: History: "A 'just' price is not God-given!"13
Part II: Model
Chapter 3: Model: "Now I'm not just annoyed, I'm furious!"23
Chapter 4: Norms: "That's wrong, and we all know it!" 31
Chapter 5: Emotions: "You're not being fair and I hate you!"41
Chapter 6: Expectations: "That price is a rip-off!" 47
Chapter 7: Outcomes: "You should get what you pay for!" 55
Chapter 8: Attributions: "The seller is to blame!" 65
Chapter 9: Process: "Ya gotta play by the rules!" 73
Chapter 10: Punishment: "Revenge is sweet!" 85
Chapter 11: Power: "Beware a customer wronged!" 93
Chapter 12: Trust: "Fair price? I doubt it!" 101
Part III: Applications
Chapter 13: Modifications: "Sorry! The rules have changed!"111
Chapter 14: Tipping: "Just don't stiff the waiter!" 119
Chapter 15: Discrimination: "It's unfair to charge me more thanothers!" 125
Chapter 16: Negotiations: "Split the difference. That's fair!"133
Chapter 17: Taxes: "Paying taxes is as American as dislikingtaxes" 145
Chapter 18: Culture: "But I never ordered any bread!" 155
Chapter 19: Practices: "So how is a company supposed to pricefairly?" 165
Notes 179
Glossary 205
References 213
Index 233
