Pricing · Survey study of professionals involved in pricing, testing relationships among pricing orientation, capabilities, and performance.
Pricing orientation, pricing capabilities, and firm performance
Management Decision · 2013
Summary
Value-based pricing, but not competition-based pricing, was positively related to firm performance; pricing capabilities were also positively related to performance and differed by pricing orientation.
For your marketing
Possible founder application
Strong rationale for treating pricing as an organizational capability—instrumentation, ownership, enablement, and sales process—not merely a number on a pricing page.
Reported result
What the study found
Value-based pricing, but not competition-based pricing, was positively related to firm performance; pricing capabilities were also positively related to performance and differed by pricing orientation.
Research question
What the authors investigated
How do pricing methods relate to pricing capabilities and firm performance?
Design
Survey study of professionals involved in pricing, testing relationships among pricing orientation, capabilities, and performance.
Sample and setting
1,812 pricing professionals; the fetched publisher search result does not identify a single industry or country frame.
Scope and transfer
Limitations to keep in view
Survey associations do not establish causality; the fetched publisher page/search metadata does not provide response rate, sampling frame, or detailed measurement information.
Research sources
Fetched Emerald publisher page establishes the article and title; publisher search metadata in this run establishes authors, DOI, design, reported sample of 1,812, and findings. Firecrawl research job 01a1436c-f86b-77df-af1c-9a2f87e3535e returned this citation and metadata.