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 of industries shows …. Originality/value – A bad introductory pricing strategy can destroy price levels and destroy a market, not to mention cost a …

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 … observation of company pricing practices and interesting moves from conventional to innovative pricing strategies. Findings – Our …

Purpose – This study investigated perceptions useful for pricing decisions. Buyers observing premium prices may believe …

developers choose a measure that most resembles the pre‐digital unit of pricing, results are sub‐optimal. Further, the overall … important than the product itself, and pricing must reflect that. As a result of poorly managed digital transitions, industries …

also.) The focus is to link situations to pricing strategies, and so anchor pricing to factors that actually drive buyer … pricing played, and how decision‐makers evaluated the prices offered by incumbent and new vendors. Interviews are supplemented … instances companies are mistaken in their approach to pricing. They neglect to consider buyer frames of reference, and so …

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of this paper is to point out that most pricing organizations are not forward looking, rather they … are focused on outdated price points and reviewing past negotiations.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 … subverting pricing rules not compatible with market dynamics. Findings Pricing organizations must be designed with broader scope …