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Does Pricing Capability Affect Product Market Value Appropriation: A Case-Study in the European Packaging Industry

Hallberg, Niklas Lars LU (2010) Strategic Management Society Annual Conference, 2010
Abstract
This case-study of pricing capability in the European packaging industry examines the process and mechanisms whereby pricing capability affects product market value appropriation. Pricing related challenges illustrated by the five cases included in the study ranged from keeping track of and setting consistent prices for up to 5000 different products spread across almost a thousand different customers, gaining relevant market and product related information in novel and highly idiosyncratic pricing situations, and controlling the personal discretion of employees involved in pricing decisions. The results show that firms commit to complex configurations of assets, routines, activities, and pricing policies, which enable value appropriation... (More)
This case-study of pricing capability in the European packaging industry examines the process and mechanisms whereby pricing capability affects product market value appropriation. Pricing related challenges illustrated by the five cases included in the study ranged from keeping track of and setting consistent prices for up to 5000 different products spread across almost a thousand different customers, gaining relevant market and product related information in novel and highly idiosyncratic pricing situations, and controlling the personal discretion of employees involved in pricing decisions. The results show that firms commit to complex configurations of assets, routines, activities, and pricing policies, which enable value appropriation through the ability to discriminate prices, and leverage firm-specific demand and cost conditions. (Less)
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author
organization
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Contribution to conference
publication status
unpublished
subject
conference name
Strategic Management Society Annual Conference, 2010
language
English
LU publication?
yes
id
5487a974-0746-417e-a822-46d1cb66dc59 (old id 4113150)
date added to LUP
2013-10-21 10:38:38
date last changed
2016-04-16 12:37:16
@misc{5487a974-0746-417e-a822-46d1cb66dc59,
  abstract     = {This case-study of pricing capability in the European packaging industry examines the process and mechanisms whereby pricing capability affects product market value appropriation. Pricing related challenges illustrated by the five cases included in the study ranged from keeping track of and setting consistent prices for up to 5000 different products spread across almost a thousand different customers, gaining relevant market and product related information in novel and highly idiosyncratic pricing situations, and controlling the personal discretion of employees involved in pricing decisions. The results show that firms commit to complex configurations of assets, routines, activities, and pricing policies, which enable value appropriation through the ability to discriminate prices, and leverage firm-specific demand and cost conditions.},
  author       = {Hallberg, Niklas Lars},
  language     = {eng},
  title        = {Does Pricing Capability Affect Product Market Value Appropriation: A Case-Study in the European Packaging Industry},
  year         = {2010},
}