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Looking to rent a book? Rent The Price is Wrong Understanding What Makes a Price Seem Fair and the True Cost of Unfair Pricing [ISBN: 9780470139097] for the semester, quarter, and short term or search our site for other textbooks by Maxwell, Sarah. Renting a textbook can save you up to 90% from the cost of buying.
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.
| Foreword | p. ix |
| Acknowledgments | p. xiii |
| About the Author | p. xv |
| Background | |
| Introduction: "Play fair or I quit!" | p. 3 |
| History: "A 'just' price is not God-given!" | p. 13 |
| Model | |
| Model: "Now I'm not just annoyed, I'm furious!" | p. 23 |
| Norms: "That's wrong, and we all know it!" | p. 31 |
| Emotions: "You're not being fair and I hate you!" | p. 41 |
| Expectations: "That price is a rip-off!" | p. 47 |
| Outcomes: "You should get what you pay for!" | p. 55 |
| Attributions: "The seller is to blame!" | p. 65 |
| Process: "Ya gotta play by the rules!" | p. 73 |
| Punishment: "Revenge is sweet!" | p. 85 |
| Power: "Beware a customer wronged!" | p. 93 |
| Trust: "Fair price? I doubt it!" | p. 101 |
| Applications | |
| Modifications: "Sorry! The rules have changed!" | p. 111 |
| Tipping: "Just don't stiff the waiter!" | p. 119 |
| Discrimination: "It's unfair to charge me more than others!" | p. 125 |
| Negotiations: "Split the difference. That's fair!" | p. 133 |
| Taxes: "Paying taxes is as American as disliking taxes" | p. 145 |
| Culture: "But I never ordered any bread!" | p. 155 |
| Practices: "So how is a company supposed to price fairly?" | p. 165 |
| Notes | p. 179 |
| Glossary | p. 205 |
| References | p. 213 |
| Index | p. 233 |
| Table of Contents provided by Ingram. All Rights Reserved. |
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