Purpose: This paper aims to investigate factors that affect the use of value-based selling and the subsequent influences on salespeople’s sales performance. Design/methodology/approach: Industrial salespeople from five steel manufacturers were surveyed. Scales measure three components of...

This article investigates the development and current state of pricing strategy research by undertaking a content analysis of 515 articles published in leading academic journals between 1995 and 2016. The results suggest several developments in research focus and methodology; recent research has...