Pricing · Exploratory multi-case study using an abductive research methodology.
Organizational and institutional barriers to value-based pricing in industrial relationships
Industrial Marketing Management · 2015
Summary
Industrial sellers try to understand and influence customers' desired value perception, improve customer-perceived value, and strengthen their bargaining position to overcome value-based-pricing barriers and capture more value.
For your marketing
Possible founder application
Useful for enterprise software/data-product founders designing value metrics, ROI evidence, negotiation processes, and internal capabilities for value-based pricing.
Reported result
What the study found
Industrial sellers try to understand and influence customers' desired value perception, improve customer-perceived value, and strengthen their bargaining position to overcome value-based-pricing barriers and capture more value.
Research question
What the authors investigated
What barriers impede value-based pricing in industrial buyer–seller relationships, and how can sellers overcome them?
Design
Exploratory multi-case study using an abductive research methodology.
Sample and setting
Industrial B2B seller–buyer relationships; the publisher abstract identifies a multiple-case study but does not specify the case count.
Scope and transfer
Limitations to keep in view
Exploratory case evidence is context-rich but does not establish population-level effects or causal estimates; the fetched abstract does not report case count.
Research sources
Fetched ScienceDirect publisher metadata and abstract establish authors, year, DOI, journal, design, context, and findings. Firecrawl research job 01a1436c-f86b-77df-af1c-9a2f87e3535e returned this citation and metadata.