Pricing capability in B2B
(2024) p.241-243- Abstract
This entry examines pricing capabilities in B2B, challenging economic price theory assumptions by spotlighting the impact of firm-specific resources and capabilities on pricing strategies. Departing from traditional economic models that oversimplify market dynamics, this study draws on the resource-based view to emphasize how firms’ unique resources dictate their pricing success. It introduces the concept of pricing capability as comprising human, systems, and social capital investments, which is pivotal for setting optimal prices and engaging in effective negotiations. Empirical case studies illuminate the multifaceted nature of pricing capability in B2B settings, emphasizing the internal and customer-facing dimensions. Moreover, the... (More)
This entry examines pricing capabilities in B2B, challenging economic price theory assumptions by spotlighting the impact of firm-specific resources and capabilities on pricing strategies. Departing from traditional economic models that oversimplify market dynamics, this study draws on the resource-based view to emphasize how firms’ unique resources dictate their pricing success. It introduces the concept of pricing capability as comprising human, systems, and social capital investments, which is pivotal for setting optimal prices and engaging in effective negotiations. Empirical case studies illuminate the multifaceted nature of pricing capability in B2B settings, emphasizing the internal and customer-facing dimensions. Moreover, the entry proposes a measurement scale for pricing capability and discusses its implications for both academia and practitioners, highlighting its potential influence on firm strategy, market structures, and competitive advantage.
(Less)
- author
- Hallberg, Niklas L. LU
- organization
- publishing date
- 2024
- type
- Chapter in Book/Report/Conference proceeding
- publication status
- published
- subject
- keywords
- B2B, Competitive advantage, Firm performance, Pricing capability, Pricing strategies, Resource-based view
- host publication
- Elgar Encyclopedia of Pricing
- pages
- 3 pages
- publisher
- Edward Elgar Publishing Ltd.
- external identifiers
-
- scopus:85213542863
- ISBN
- 9781035307319
- 9781035307302
- DOI
- 10.4337/9781035307319.ch45
- language
- English
- LU publication?
- yes
- id
- 20b47036-6b2c-4f1a-b712-1281c30ef6ac
- date added to LUP
- 2025-02-26 11:43:03
- date last changed
- 2025-07-02 22:45:00
@inbook{20b47036-6b2c-4f1a-b712-1281c30ef6ac,
abstract = {{<p>This entry examines pricing capabilities in B2B, challenging economic price theory assumptions by spotlighting the impact of firm-specific resources and capabilities on pricing strategies. Departing from traditional economic models that oversimplify market dynamics, this study draws on the resource-based view to emphasize how firms’ unique resources dictate their pricing success. It introduces the concept of pricing capability as comprising human, systems, and social capital investments, which is pivotal for setting optimal prices and engaging in effective negotiations. Empirical case studies illuminate the multifaceted nature of pricing capability in B2B settings, emphasizing the internal and customer-facing dimensions. Moreover, the entry proposes a measurement scale for pricing capability and discusses its implications for both academia and practitioners, highlighting its potential influence on firm strategy, market structures, and competitive advantage.</p>}},
author = {{Hallberg, Niklas L.}},
booktitle = {{Elgar Encyclopedia of Pricing}},
isbn = {{9781035307319}},
keywords = {{B2B; Competitive advantage; Firm performance; Pricing capability; Pricing strategies; Resource-based view}},
language = {{eng}},
pages = {{241--243}},
publisher = {{Edward Elgar Publishing Ltd.}},
title = {{Pricing capability in B2B}},
url = {{http://dx.doi.org/10.4337/9781035307319.ch45}},
doi = {{10.4337/9781035307319.ch45}},
year = {{2024}},
}