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FairPay by Richard Reisman

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CHAPTER 18

Customer-Hostile Value Propositions

The inherent inefficiency and unfairness of conventional pricing methods and the business relationships built around them have been noted throughout this book. Mostly, this unfairness is unintentional, a matter of inattention, and the inherent unfairness of set-price methods (whether all you can eat or usage-based). In this chapter, we highlight a few common business practices where that neglect verges on downright customer-hostility.

The point here is not simply that FairPay offers a better strategy, but the larger idea that much of current business thinking is simply blind to the importance of seeking win–win value propositions, even when that would be easy. Consumers have an intuitive sense of ...

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