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The confidence factor in pricing: driving firm performance

Liozu, Stephan M.; Hinterhuber, Andreas - In: Journal of Business Strategy 34 (2013) 4, pp. 11-21

confidence; pricing capabilities; organizational change capacity; and championing behaviors by top management. The research also … pricing effectiveness (e.g. trainings, pricing tools; pricing performance reviews); improvements in product differentiation … authors document the link between pricing capabilities, organizational confidence and superior firm performance. Practical …

Persistent link: https://www.econbiz.de/10014847241

Price is a “language” to customers

Docters, Rob; Reopel, Mike; Sun, Jeanne‐Mey; Tanny, Steven - In: Journal of Business Strategy 24 (2003) 3, pp. 31-35

send to decision makers. Concludes pricing and billing should reinforce company messages, sent in sales presentations and …

Persistent link: https://www.econbiz.de/10014844949

Pricing for boom or bust: smart moves for maximum flexibility

Docters, Rob; Reopel, Mike; Sun, Jeanne‐Mey; Tanny, Steve - In: Journal of Business Strategy 25 (2004) 1, pp. 39-44

need not be seen as a giant sucking sound, eliminating all of a company’s pricing power. Through astute use of strategies … such as the ones discussed in this article, many companies can continue to raise prices. The authors discuss such pricing …

Persistent link: https://www.econbiz.de/10014844956

Capturing the unique value of services: why pricing of services is different

Docters, Rob; Reopel, Mike; Sun, Jeanne‐Mey; Tanny, Steve - In: Journal of Business Strategy 25 (2004) 2, pp. 23-28

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 …

Persistent link: https://www.econbiz.de/10014844962

Brute force or stealthy inroads? The subtleties of effective price increases

Docters, Robert G.; Reopel, Michael R.; Sun, Jeanne‐Mey; … - In: Journal of Business Strategy 25 (2004) 3, pp. 50-54

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 for raising prices involve changing the customer value proposition at the same...

Persistent link: https://www.econbiz.de/10014844972

Turning value into money

Docters, Robert G.; Reopel, Michael R.; Sun, Jeanne‐Mey; … - In: Journal of Business Strategy 25 (2004) 4, pp. 25-30

Providing customers with value is often not enough for a company to operate profitably. While ensuring that a product or service offers value to users and customers, there must be a conscious plan to capture a portion of that value. This is called monetization (turning value into money) and is...

Persistent link: https://www.econbiz.de/10014844975

On the decision to reprice stock options: almost never

Dalton, Dan R.; Dalton, Catherine M. - In: Journal of Business Strategy 26 (2005) 3, pp. 8-9

Purpose – Looks at the issue of repricing stock options for CEOs and other senior managers when existing option are under water. The board of directors has the option of exchanging existing options (i.e. the underwater options) for new options with a lower exercise price....

Persistent link: https://www.econbiz.de/10014845008

Driving growth with new products: common pricing traps to avoid

Hogan, John; Lucke, Tom - In: Journal of Business Strategy 27 (2006) 1, pp. 54-58

Purpose – The purpose of this article is to reveal several issues surrounding old style twentieth century pricing traps … – Pricing is vital component to revenue and profit success and needs to be a functional lever for every company. Practical … can be accomplished by establishing a viable and value‐based pricing strategy. Original/value – Pricing strategy is an …

Persistent link: https://www.econbiz.de/10014845052

Bundles with sharp teeth: effective product combinations

Docters, Rob; Schefers, Bert; Durman, Christine; … - In: Journal of Business Strategy 27 (2006) 5, pp. 10-16

Purpose – More than ever, businesses need to assemble and offer multiple products combined into a single offer, a practice known as bundling. The purpose of this paper is to describe how to bundle effectively through analyzing the value of bundle components and the specialized market purpose...

Persistent link: https://www.econbiz.de/10014845078

Customer value‐based pricing strategies: why companies resist

Hinterhuber, Andreas - In: Journal of Business Strategy 29 (2008) 4, pp. 41-50

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 for the implementation of value‐based pricing, the practical reality is that more than 80 percent of companies …

Persistent link: https://www.econbiz.de/10014845180