Purpose – Many companies lack insights or fact-based support for the pricing decisions they make in an increasingly … complex environment. In order to optimize their pricing process, managers need to identify key indicators that may influence … the performance of their decisions. The purpose of this paper is to report an investigation of pricing determinants in …

Purpose – The purpose of this paper is to test the relationship between organizational antecedents, pricing …, organizational confidence, championing behaviors, organizational change capacity, and pricing capabilities – positively influence … championing behaviors act as important antecedents to pricing capabilities and, except for the former, to organizational …

Purpose – The literature has paid increased attention to pricing capabilities as a set of distinctive, complex … pricing-capabilities construct itself, and no accepted measure of pricing capabilities exists. The purpose of this paper …, therefore, is to document the design, development, and validation of a dedicated pricing-capabilities scale, PRICECAP. Design …