Utpal Dholakia's Books

Priced to Influence, Sell & Satisfy: Lessons from Behavioral Economics for Pricing Success

By: Utpal Dholakia

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Priced to Influence, Sell & Satisfy: Lessons from Behavioral Economics for Pricing Success

By: Utpal Dholakia

Pricing holds the key to business success. The greatest challenge in pricing is the human factor. To price effectively, customer psychology usually trumps rational microeconomic thinking. * How did Subway turn one accidentally discovered price promotion into a multi-billion dollar success story? * How much knowledge of prices do customers really have? * Why do most people spend two months’ salary to buy an engagement ring? * Does Pay What You Want pricing really work? * How can you get your customers to trade up? * Why do Supreme t-shirts sell for $1,500 or more? * Why do so many consumers hate Uber’s surge pricing even though economists love it? In Priced to Influence, Sell & Satisfy, you will find answers to these and many more questions. The book introduces the latest thinking about Psychological Pricing, the science of designing effective pricing strategies using behavioral economics principles. You will learn how customers search for, evaluate, share, and use prices in their buying decisions, how they participate in setting prices, and what managers can do to understand and influence these processes. Psychological pricing actions are levered. Many of them require relatively small investments and produce disproportionately large returns to the business.

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Page Count

229

Publisher

Utpal Dholakia

Published Date

ISBN 10

0999186736

ISBN 13

9780999186732

Transparency in Business

An Integrative View

By: Utpal Dholakia

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Transparency in Business

An Integrative View

By: Utpal Dholakia

This ambitious book develops an integrative understanding of business transparency spanning business disciplines. It synthesizes the vast, siloed research on business transparency to develop and provide an integrative view for business researchers and scholars, pointing out research opportunities in the process. The first chapter introduces business transparency with a brief historical overview, followed by its key conceptualizations and challenges. Chapters 2 through 5 take up four conceptually distinct views of transparency in depth: transparency as strategic disclosure (Chapter 2), transparency as a business tactic (Chapter 3), transparency as organizational culture (Chapter 4) and transparency as a managerial virtue (Chapter 5). Chapter 6 explores transparency’s infeasibility challenge through the chasm between disclosure and understanding and considers its implications. The final chapter provides an integrative framework of business transparency. This book will be useful to business academics who are interested in transparency and associated concepts.

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Page Count

226

Publisher

Springer Nature

Published Date

ISBN 10

3031121457

ISBN 13

9783031121456

Advanced Introduction to Digital Marketing

By: Dholakia, Utpal

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Advanced Introduction to Digital Marketing

By: Dholakia, Utpal

The Advanced Introduction to Digital Marketing identifies the core concepts of research on digital marketing and provides theoretical frameworks and empirical findings. Topics such as digital product evolution, marketing strategy, and research on place, price, and promotion are thoroughly reviewed alongside controversial areas such as the harmful effects of technology on consumers. It also suggests research opportunities for those wishing to explore a particular area in greater depth.

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Page Count

185

Publisher

Edward Elgar Publishing

Published Date

ISBN 10

1803921064

ISBN 13

9781803921068

Transparency in Business

An Integrative View

By: Utpal Dholakia

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Transparency in Business

An Integrative View

By: Utpal Dholakia

Average ratings

N/A

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Solve jigsaw puzzle

Age

Page Count

226

Publisher

Springer Nature

Published Date

ISBN 10

3031121457

ISBN 13

9783031121456

Book's by Utpal Dholakia

Priced to Influence, Sell & Satisfy: Lessons from Behavioral Economics for Pricing Success

Priced to Influence, Sell & Satisfy: Lessons from Behavioral Economics for Pricing Success

Transparency in Business

Transparency in Business

Advanced Introduction to Digital Marketing

Advanced Introduction to Digital Marketing

Transparency in Business

Transparency in Business

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