The micro-foundations of pricing strategy in industrial markets : A case study in the European packaging industry
(2017) In Journal of Business Research 76. p.179-188- Abstract
- The choice and implementation of pricing strategy is often described as an optimization problem where the firm chooses the most profitable pricing strategy given certain external determinants. Contrary to this notion, recent research indicates that the pricing of products is a costly and complex activity, and that firms may differ in their capability to implement pricing strategies. This case study of industrial pricing strategy in the European packaging industry examines how different assets and routines are involved in the implementation of pricing strategy. The study particularly highlights the role of individual judgment, human capital and commercial experience for the implementation of pricing strategy in markets that because of... (More)
- The choice and implementation of pricing strategy is often described as an optimization problem where the firm chooses the most profitable pricing strategy given certain external determinants. Contrary to this notion, recent research indicates that the pricing of products is a costly and complex activity, and that firms may differ in their capability to implement pricing strategies. This case study of industrial pricing strategy in the European packaging industry examines how different assets and routines are involved in the implementation of pricing strategy. The study particularly highlights the role of individual judgment, human capital and commercial experience for the implementation of pricing strategy in markets that because of customization are subject to high levels of uncertainty. (Less)
Please use this url to cite or link to this publication:
https://lup.lub.lu.se/record/8768684
- author
- Hallberg, Niklas Lars LU
- organization
- publishing date
- 2017
- type
- Contribution to journal
- publication status
- published
- subject
- keywords
- value appropriation, pricing strategy, micro-foundations, judgment, human capital
- in
- Journal of Business Research
- volume
- 76
- pages
- 10 pages
- publisher
- Elsevier
- external identifiers
-
- scopus:85008674406
- wos:000401882200019
- ISSN
- 0148-2963
- DOI
- 10.1016/j.jbusres.2017.01.001
- language
- English
- LU publication?
- yes
- id
- 94b0460d-546e-45ee-a6b8-7d2f79c14086 (old id 8768684)
- date added to LUP
- 2016-04-01 13:49:41
- date last changed
- 2022-04-21 23:48:46
@article{94b0460d-546e-45ee-a6b8-7d2f79c14086,
abstract = {{The choice and implementation of pricing strategy is often described as an optimization problem where the firm chooses the most profitable pricing strategy given certain external determinants. Contrary to this notion, recent research indicates that the pricing of products is a costly and complex activity, and that firms may differ in their capability to implement pricing strategies. This case study of industrial pricing strategy in the European packaging industry examines how different assets and routines are involved in the implementation of pricing strategy. The study particularly highlights the role of individual judgment, human capital and commercial experience for the implementation of pricing strategy in markets that because of customization are subject to high levels of uncertainty.}},
author = {{Hallberg, Niklas Lars}},
issn = {{0148-2963}},
keywords = {{value appropriation; pricing strategy; micro-foundations; judgment; human capital}},
language = {{eng}},
pages = {{179--188}},
publisher = {{Elsevier}},
series = {{Journal of Business Research}},
title = {{The micro-foundations of pricing strategy in industrial markets : A case study in the European packaging industry}},
url = {{http://dx.doi.org/10.1016/j.jbusres.2017.01.001}},
doi = {{10.1016/j.jbusres.2017.01.001}},
volume = {{76}},
year = {{2017}},
}