Value assessment and pricing capabilities—how to profit from value
(2015) In Journal of Revenue and Pricing Management 14(3). p.178-197- Abstract
- Value is a key concept for researchers and practitioners in the fields of strategy, marketing, and pricing. In the strategy literature, value is closely related to competitive advantage and profit, in the marketing literature value is the cornerstone of the marketing management process, in the pricing literature value represents the customer’s willingness to pay. The aim of this article is to bridge the gap between marketing, pricing and strategy research through a compilation of five short essays that focus on value assessment and
pricing capabilities. This article argues that value assessment and pricing capabilities provide the foundation for value creation and value appropriation in business-to-business markets, highlights... (More) - Value is a key concept for researchers and practitioners in the fields of strategy, marketing, and pricing. In the strategy literature, value is closely related to competitive advantage and profit, in the marketing literature value is the cornerstone of the marketing management process, in the pricing literature value represents the customer’s willingness to pay. The aim of this article is to bridge the gap between marketing, pricing and strategy research through a compilation of five short essays that focus on value assessment and
pricing capabilities. This article argues that value assessment and pricing capabilities provide the foundation for value creation and value appropriation in business-to-business markets, highlights their implications for profiting from value created and delivered, and outlines important areas for future research. (Less)
Please use this url to cite or link to this publication:
https://lup.lub.lu.se/record/8411191
- author
- Johansson, Magnus LU ; Keränen, Joona ; Hinterhuber, Andreas ; Liozu, Stephan and Andersson, Linn LU
- organization
- publishing date
- 2015
- type
- Contribution to journal
- publication status
- published
- subject
- keywords
- value assessment, capabilities, pricing, strategy, profit
- in
- Journal of Revenue and Pricing Management
- volume
- 14
- issue
- 3
- pages
- 178 - 197
- publisher
- Macmillan
- external identifiers
-
- scopus:84937159933
- ISSN
- 1476-6930
- DOI
- 10.1057/rpm.2015.8
- language
- English
- LU publication?
- yes
- id
- f4dccada-203b-4d11-986c-7cd0fd37067b (old id 8411191)
- date added to LUP
- 2016-04-01 11:03:09
- date last changed
- 2022-03-27 21:55:19
@article{f4dccada-203b-4d11-986c-7cd0fd37067b,
abstract = {{Value is a key concept for researchers and practitioners in the fields of strategy, marketing, and pricing. In the strategy literature, value is closely related to competitive advantage and profit, in the marketing literature value is the cornerstone of the marketing management process, in the pricing literature value represents the customer’s willingness to pay. The aim of this article is to bridge the gap between marketing, pricing and strategy research through a compilation of five short essays that focus on value assessment and<br/><br>
pricing capabilities. This article argues that value assessment and pricing capabilities provide the foundation for value creation and value appropriation in business-to-business markets, highlights their implications for profiting from value created and delivered, and outlines important areas for future research.}},
author = {{Johansson, Magnus and Keränen, Joona and Hinterhuber, Andreas and Liozu, Stephan and Andersson, Linn}},
issn = {{1476-6930}},
keywords = {{value assessment; capabilities; pricing; strategy; profit}},
language = {{eng}},
number = {{3}},
pages = {{178--197}},
publisher = {{Macmillan}},
series = {{Journal of Revenue and Pricing Management}},
title = {{Value assessment and pricing capabilities—how to profit from value}},
url = {{http://dx.doi.org/10.1057/rpm.2015.8}},
doi = {{10.1057/rpm.2015.8}},
volume = {{14}},
year = {{2015}},
}