...Andreas Hinterhuber Purpose The purpose of this paper is to provide a theoretically rigorous and practically relevant summary of research findings that enables managers to drive sustainable profits improvements via pricing. It showcases multiple case studies that demonstrate how companies can...

...Stephan M. Liozu; Andreas Hinterhuber Purpose Despite its increased adoption by small, medium and large firms, pricing continues to be ignored in the C-suite. C-suite executives have minimal understanding of what pricing can do and how it impacts a firm’s performance. After two years in the COVID...

... value. Originality/value This interview discusses the current and future best practices of strategic account management. Let’s begin with the role of the account manager and pricing: what are the trends in pricing in the context of strategic account management? Yes, and the key is that the SAM...

...Robert G. Docters Purpose The purpose of this paper is to point out that most pricing organizations are not forward looking, rather they are focused on outdated price points and reviewing past negotiations. For the greatest return, pricing organizations must be strategic, and this will boost...

... It was found that four key competencies differentiate high performing from low performing companies: organizational confidence; pricing capabilities; organizational change capacity; and championing behaviors by top management. The research also identifies a set of specific activities that are linked...

...Rob Docters; Lisa C. Riley; Martijn Gieskes Purpose The aim of this paper is to describe a better decision framework for setting prices of goods and services, with particular focus on B2B goods sold through direct sales channels (although this may be applicable to many B2C markets also...

...Rob Docters; Lisa Tilstone; Susan Bednarczyk; Martijn Gieskes Purpose Businesses understand that digital technologies and applications can create value, but how to capture that value has been elusive. Particularly for established businesses, the practice of applying traditional price...

... force compensation scheme; helped a financial services company to position its IPO; and helped an internet‐based share trading company to understand some conflicting research results. The financial value of these outcomes often far exceeded the price paid. Originality/value The authors...

...Nigel F. Piercy; David W. Cravens; Nikala Lane Purpose Harsh economic conditions have put pricing higher on the agenda but responses to pricing challenges have frequently been tactical. The intent is to build on basic pricing principles to emphasize a strategic perspective on pricing built...

...Betsy D. Gelb Purpose This study investigated perceptions useful for pricing decisions. Buyers observing premium prices may believe that “you get what you pay for,” but do buyers seeing low prices believe that “you do not get what you do not pay for”? This research tested the idea...

...Rob Docters; Raul Katz; Jerry Bernstein; Bert Schefers Purpose This paper aims to describe best practice in pricing strategy for new products and services being introduced to a market. Design/methodology/approach A review of introductory pricing patterns across a number...

... examples of businesses that have improved their price‐value perceptions by adjusting their product offerings in subtle ways that help communicate value. Examples industries cited in the article include food service, retailing and the auto industry. The author then draws lessons that can be applied broadly...

... and disciplined approach to pricing. Design/methodology/approach The author leverages his research on trust in buyer seller relationships with extensive experience with real world pricing to provide insights in why and when discounting is not appropriate and how business can benefit in terms of both...

...Andreas Hinterhuber Purpose Customer value‐based pricing is increasingly recognised by academics and practitioners as the most effective approach to pricing for companies wishing to achieve increased profitability and sustained success. However, despite this apparent support...

... and service combinations. Bundles can have very different objectives. Bundle missions can include reducing customer churn, displacing competitors, rendering competitor pricing irrelevant, or deterring aggressive price behavior by upstarts. Such differing objectives typically demand different bundle...

...John Hogan; Tom Lucke Purpose The purpose of this article is to reveal several issues surrounding old style twentieth century pricing traps that need to be overcome in the twenty‐firt century global economy and expanding internet marketplace. Design/methodology/approach...

... exercise price. Design/methodology/approach Opinion piece. Findings There is no evidence that repricing reduces CEO or top management turnover. In fact, top executives left a firm at a much higher rate than their counterparts in firms that did not reprice. Moreover, whether...

... for liquidating inventories. This will allow managers to meet budgets without compromising company value. © Emerald Group Publishing Limited 2004 Pricing Management strategy Marketing Budgets Value analysis Your company has a plan to deliver the superior value your customers want. Yet, sadly...

...Robert G. Docters; Michael R. Reopel; Jeanne‐Mey Sun; Stephen M. Tanny For many companies, raising prices can result in customer defections and reduced volumes. The right strategy for increasing prices can result in increased customer satisfaction and fewer defections. Several approaches...

...Rob Docters; Mike Reopel; Jeanne‐Mey Sun; Steve Tanny Much attention has been paid to the pricing of goods, but services now constitute almost half of the US economy and they have their own pricing requirements. Services differ from goods in that the choice of pricing structure is more fluid...