Description
Book SynopsisFair pricing is an issue that affects us all, whether we're consumers or merchants. Throughout her career, Sarah Maxwell has seen how pricing practices across a variety of different areas, from mobile phones and airline tickets to prescription drugs and gasoline impact our everyday lives.
Trade Review"...will change your views about how pricing decisions are made and whether a price is really fair." Supply Management Thursday 22 May 2008 "...will change your views about how pricing decisions are made and whether a price is really fair." Supply Management Thursday 22 May 2008
Table of ContentsForeword 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 than others!" 125
Chapter 16: Negotiations: "Split the difference. That's fair!" 133
Chapter 17: Taxes: "Paying taxes is as American as disliking taxes" 145
Chapter 18: Culture: "But I never ordered any bread!" 155
Chapter 19: Practices: "So how is a company supposed to price fairly?" 165
Notes 179
Glossary 205
References 213
Index 233
