Traditional price theory is often criticized as being insufficient in practice due to unrealistic assumptions. This book explores systematically the relationship between economic theory and price practice. For the first time a professional economist gives a presentation based on his own experience of more than thirty years' work in this field. The book is a supplement to basic textbooks in price theory, providing business students and professionals with insights into how theory can be applied in practice. The author is Professor of Business Economics at the Copenhagen Business School and has extensive experience as a business analyst for Scandinavian companies as well as a member of the board of directors in a number of firms. TABLE OF CONTENTS: Normative and descriptive theories Marginalism as a normative theory Marginalism as a descriptive theory Full cost as a descriptive theory Full cost as a normative theory Price strategy in competitive environments: different types of competition; illustrative cases; oligopoly theory as a descriptive theory; oligopoly and game theory; the theory of joint profit maximization; oligopoly theory as a normative theory; pricing under monopolistic competition Multi-product pricing: joint production; multiple products Transfer pricing: definition; transfer pricing in theory and practice; the practical solution; the theoretical solution Price discrimination: conditions for price discrimination; price discriminiation in practice; predatory pricing; discount policy; charging for extras Vertical relations: the basic theory; examples of monopsony; subcontracting; relations between producers and retailers Conclusion

Pricing in theory and practice (Copenhagen studies in economics and management)

Business & Money

Fog, Bjarke

Economics

Copenhagen Business School Press

Outside anthropology, this is the first book on field studies within the social sciences. The authors offer methods, based on the experienced fact that social science research cannot be described as a rational process. This book presents the rational features of this seemingly irrational process. The authors have systematized their own extensive experience with field studies, providing advice to future researchers on how to avoid the most mundane and traditional mistakes. The first part of the book describes four real life research stories that are well structured, well written, and simply exciting. The second part is a systematic effort to draw methodological conclusions from the stories. The result is an analytical presentation of the common mode of behaviour observed in the previous stories.

On the Art of Doing Field Studies: An Experience-Based Research Methodology (Copenhagen Studies in Economics and Management)

Politics & Social Sciences

Ib Andersen

Peter Karnoe

Social Sciences

Despite all we hear about the "borderless world", differing business customs and practices in fact continue to be invisible barriers to global trade. Cross-Cultural Business Behavior shows business executives how to overcome these unseen obstacles to international success. During his 33 years as a global manager and consultant Richard R. Gesteland lived in seven countries on four continents while negotiating over a thousand deals in 45 different cultures. In this practical guidebook he uses real-world cases to illustrate the key differences in global business behavior. And provides two dozen original Negotiator Profiles to help the reader get to Yes at bargaining tables anywhere in the world.

Cross-cultural business behavior: Marketing, negotiating and managing across cultures (Series Å)

Management & Leadership

The ISO 9000 quality assurance standards have generated considerable interest and controversy in the business world. This book provides an in-depth, critical evaluation of the effects of these standards, investigating the experiences of both Danish and international firms. Central questions addressed include: Given what the ISO 9000 standards were intended to achieve, to what degree have they lived up to their potential? Do the benefits justify the costs? Why does quality assurance work better in certain firms and organizations than others? Why have the ISO 9000 standards enjoyed more success in industry than in the public sector? To structure the analysis, the book utilizes the economic concept of asymmetric information. For the executive, this book is an instructive introduction to ISO 9000. For the business student, the book places quality assurance in the context of modern managerial economics. Lee Davis is Associate Professor at the Institute of International Economics and Management, Copenhagen Business School. This book represents the culmination of four years of work on ISO 9000, both as a researcher and practitioner.

Quality assurance: ISO 9000 as a management tool (Studies in international economics and management)

Planning with Multiple Criteria: Investigation, Communication and Choice (Copenhagen studies in economics & management) (Series A--Copenhagen studies in economic management ; no. 13)

Peter Bogetoft

This new and refreshingly simple approach to strategy development emphasizes the pursuitof business opportunities as a way to generate growth while escaping the strategic planning "tyranny." Leading strategy thinkers are quite aware of the shortcomings of strategy concepts when changing times make it difficult to plan. This book describes an original and new step-by-step opportunity approach to changing strategic direction. The book presents five exciting case studies of companies that have all made remarkable changes in strategic direction and have achieved exceptional results. The cases show that changes in strategic direction do not occur from strategic planning but rather from the pursuit of business opportunities. The book provides inspirational reading for business managers as well as academicians. Peter Skat-Rrdam is business develoment manager at the Falck Corporation, a European rescue services and security group. Previously, he has held other management positions in Europe and the U.S. The book was written while the author was at INSEAD, in association with Dan Muzyka of INSEAD and Anker Nielsen, Ernst &amp; Young Management Consulting.

Changing Strategic Direction: Practical Insights in to Opportunity Driven Business Development

Peter Skat-Rordam

Daniel F. Muzyka

This revised second edition contains a new chapter on internationalization of services and its implications for firms and governments. While most management books focus on industrial companies, this book deals with firms selling professional services to other firms or institutions. Examples are law and accounting firms, engineering and marketing consultants, architechts, insurance brokers and investment bankers. Professional service firms play an increasingly important role in the value creation of today's business as well as public sector organizations. The number of firms is increasing rapidly, and their growth in terms of number of professionals employed is amazing. Strategic management is crucial for the successful development of such firms, but requires a different frame of mind from that of the industrial corporation. This book describes in detail the driving forces behind the challenges involved in management of a professional service firm. Based on in-depth studies of firms in multiple industries, the book presents a number of examples as well as a framework for the development of firm strategies. The book is written with two audiences in mind: the practicing manager of a professional service firm, and the student of strategy and knowledge based services. With its strong empirical research foundation, the book should also be of interest to researchers focussing on managerial issues related to service sector organizations.

Strategic management of professional service firms

Bente Lowendahl

During the last two decades the international firm has been an important object of study of academic research in the Nordic countries and Nordic scholars have made considerable contributions to the present knowledge within the field of international business. The aim of this book is to present ongoing research among Nordic scholars. It contains contributions by twenty-nine researchers and covers topics like: the competitive advantage of being an international firm, the influence of cultural differences on internationalization and management, internationalization of subcontractors, human resource management in international joint ventures, divestment of foreign subsidiaries, cross-border buyer-supplier relationships and the international firm as an inter-organizational network. The book can be used as a textbook in courses in International Business on the graduate level as well as a reader by practitioners interested in what is going on at the forefront of international business research. Ingmar Bjorkman is a faculty member in the Department of Organisation and Management at the Swedish School of Economics in Helsinki. Mats Forsgren is a Professor of International Business at the Institute of International Economics and Management, Copenhagen Business School.

Nature of the International Firm Nordic Contributions to International Business Research

Mats Forsgren

Ingmar Bjorkman

This book introduces basic notions of how and why we plan, both as individuals and within the context of an organisation.

Planning with Multiple Criteria: Investigation, Communication and Choice (Copenhagen Studies in Economics & Management)

peter-bogetoft-peter-pruzan

Do organizational changes need to start at the top of the organization? The author draws on the fruit of action research in the hospital sector to answer this question. Moreover, a theoretically and empirically based strategy for organizational changes is formulated. Changes in power structures are identified as central to the successful strategy. The Danish text has been used in graduate courses in Business Organization. The author is Professor at the Institute of Organization, Copenhagen Business School.

Organization, Power and Change

Finn Borum

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