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Record Nr. |
UNINA9910451418403321 |
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Autore |
Maxwell Sarah <1938-> |
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Titolo |
The price is wrong [[electronic resource] ] : understanding what makes a price seem fair and the true cost of unfair pricing / / Sarah Maxwell |
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Pubbl/distr/stampa |
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Hoboken, N.J., : John Wiley & Sons, c2008 |
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ISBN |
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1-281-13494-5 |
9786611134945 |
0-470-22619-6 |
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Descrizione fisica |
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1 online resource (258 p.) |
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Disciplina |
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Soggetti |
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Prices |
Pricing |
Electronic books. |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Description based upon print version of record. |
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Nota di bibliografia |
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Includes bibliographical references (p. 213-231) and index. |
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Nota di contenuto |
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The Price Is Wrong; Contents; Foreword; Acknowledgments; About the Author; PART I: BACKGROUND; Chapter 1: Introduction ""Play fair or I quit""; A Fair Price; The Social Norms; An Emotional Response; In Sum . . .; Chapter 2: History ""A 'just' rice is not God-given!""; Influence of Aristotle; A "Just" Price; Since the Scholastics; In Sum . . .; PART II: MODEL; Chapter 3: Model ""Now I'm not just annoyed, I'm furious""; Personal Fairness; Social Fairness; Trust and Power; In Sum . . .; Chapter 4: Norms ""That's wrong,and we all know it!""; Descriptive versus Prescriptive Norms; Utility of Norms |
Selfish versus SocialEmergence of Norms; In Sum . . .; Chapter 5: Emotions ""You're not being fair and I hate you!""; Sequence of Emotional Responses; Separating Emotional Responses; Function of Emotional Responses; In Sum . . .; Chapter 6: Expectations ""That price is a rip-off!""; Expectations of Pricing Practices; Expectations of Prices; Reference Prices; In Sum . . .; Chapter 7: Outcomes ""You should get what you pay for!""; Norm of Equity; Norm of Equality; Special Norms for Need; Colliding Norms; In Sum . . .; Chapter 8: Attributions ""The seller is to blame!"" |
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Responsibility and PermanenceControl; Attributional Biases; In Sum . . .; Chapter 9: Process ""Ya gotta play by the rules!""; Norm of Voice or Choice; Norm of Transparency; Norm of Impartiality; In Sum . . .; Chapter 10: Punishment ""Revenge is sweet!; Norm of Reciprocity; Effort to Punish; Evidence from Dictator Games; Punishment Is Proportional; In Sum . . .; Chapter 11: Power ""Beware a customer wronged!""; Power to the Seller; Power to the Consumer; Constraints on Power; In Sum . . .; Chapter 12: Trust ""Fair price? I oubt it!""; Levels of Trust; Motivations; Trust and Power; In Sum . . . |
PART III: APPLICATIONSChapter 13: Modifications ""Sorry! The rules have changed""; Trend to Market Solutions; Social Trends; Countertrends; In Sum . . .; Chapter 14: TIPPING ""Just don't stiff the waiter!""; Evolution of Tipping; Reasons for Tipping; Customer Attitude Toward Tipping; In Sum . . .; Chapter 15: Discrimination ""It's unfair to charge me more than others!""; Descriptive Norms of Personal Fairness; Distributive Norms of Social Fairness; Procedural Norms of Social Fairness; In Sum . . .; Chapter 16: Negotiations ""Split the difference. That's fair"" |
Personal Fairness of NegotiationsSocial Fairness of Negotiated Outcomes; Social Fairness of the Negotiation Process; Trust and Power in Negotiations; In Sum . . .; Chapter 17: Taxes ""Paying taxes is as American as disliking taxes""; Personal Fairness of Taxes; Distributive Fairness of Taxes; Procedural Fairness of Taxes; Power, Trust, and Taxes; In Sum . . .; Chapter 18: Culture ""But I never ordered any bread!""; Personal Fairness across Cultures; Fair Outcomes across Cultures; Fair Process across Cultures; Reaction to Unfair Pricing across Cultures; Other Effects of Culture; In Sum . . . |
Chapter 19: Practices ""So how is a company supposed to price fairly?"" |
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Sommario/riassunto |
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Fair 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. Now, with The Price Is Wrong, Maxwell shares her deepest insights on this issue and examines both the psychological and sociological basis of fair pricing. |
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