Towards value-based pricing - An integrative framework for decision making

被引：156
作者：
Hinterhuber, A
机构：
[1] 6020 Innsbruck
来源：
INDUSTRIAL MARKETING MANAGEMENT | 2004年 / 33卷 / 08期
关键词：
value-based pricing; cost volume profit; economic value analysis;
D O I：
10.1016/j.indmarman.2003.10.006
中图分类号：
F [经济];
学科分类号：
02 ;
摘要：
Despite a recent surge of interest, the subject of pricing in general and value-based pricing in particular has received little academic investigation. Yet, pricing has a huge impact on financial results, both in absolute terms and relative to other instruments of the marketing mix. The objective of this paper is to present a comprehensive framework for pricing decisions which considers all relevant dimensions and elements for profitable, and sustainable pricing decisions. The theoretical framework is useful for guiding new product pricing decisions as well as for implementing price-repositioning strategies for existing products. The practical application of this framework is illustrated by a case study involving the pricing decision for a major product launch at a global chemical company. (C) 2003 Elsevier Inc. All rights reserved.
引用
收藏
页码：765 / 778
页数：14
相关论文
共 36 条
[21]  
NAGLE TT, 1999, STRATEGY TACTICS PRI
[22]  
*NIHCM FDN, 2001, PRESCR DRUG EXP 2000
[23]  
Ohmae K., 1982, The mind of the strategist: The art of Japanese business
[24]  
OHMAE K, 2000, MCKINSEY Q, V3, P57
[25]  
*PHRMA, 2001, ANN SURV 2001
[26]  
Priem RL, 2001, ACAD MANAGE REV, V26, P499
[27]  
Reichheld F., 1998, LOYALTY EFFECT HIDDE
[28]   Integrative pricing via the pricing wheel [J].
Shipley, D ;
Jobber, D .
INDUSTRIAL MARKETING MANAGEMENT, 2001, 30 (03) :301-314
[29]  
SIMON H, 1999, PRICE PRO 1999 25 26
[30]   A model of value creation - Supplier behaviors and their impact on reseller-perceived value [J].
Simpson, PM ;
Siguaw, JA ;
Baker, TL .
INDUSTRIAL MARKETING MANAGEMENT, 2001, 30 (02) :119-134
1234