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Value assessment and pricing capabilities—how to profit from value

Johansson, Magnus LU ; Keränen, Joona; Hinterhuber, Andreas; Liozu, Stephan and Andersson, Linn LU (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:
author
organization
publishing date
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
2015-12-21 09:54:46
date last changed
2017-08-27 03:41:03
@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},
  keyword      = {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},
  volume       = {14},
  year         = {2015},
}