Does Pricing Capability Affect Product Market Value Appropriation: A Case-Study in the European Packaging Industry
(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)
Please use this url to cite or link to this publication:
https://lup.lub.lu.se/record/4113150
- author
- Hallberg, Niklas Lars LU
- organization
- publishing date
- 2010
- type
- Contribution to conference
- publication status
- unpublished
- subject
- conference name
- Strategic Management Society Annual Conference, 2010
- conference location
- Rome, Italy
- conference dates
- 2010-09-12 - 2010-09-15
- language
- English
- LU publication?
- yes
- id
- 5487a974-0746-417e-a822-46d1cb66dc59 (old id 4113150)
- date added to LUP
- 2016-04-04 14:29:58
- date last changed
- 2018-11-21 21:20:40
@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}},
}