This Editorial presents the papers submitted to the special issue "Implementing pricing strategies." The papers discuss a variety of topics, notably the implementation of revenue management and pricing in Disney, the implementation of value-based selling and pricing in industrial companies, the design of effective sales force compensation systems to facilitate the implementation of value-based pricing and issues related to price presentation. The papers in this special issue suggest that the ability to implement pricing strategies is a watermark separating high-performing from merely average companies. We need more research on this important topic.
Autori: | Hinterhuber, Andreas (Corresponding) | |
Data di pubblicazione: | 2018 | |
Titolo: | Implementing pricing strategies | |
Rivista: | JOURNAL OF REVENUE AND PRICING MANAGEMENT | |
Digital Object Identifier (DOI): | http://dx.doi.org/10.1057/s41272-017-0129-6 | |
Volume: | 17 | |
Appare nelle tipologie: | 2.1 Articolo su rivista |
File in questo prodotto:
File | Descrizione | Tipologia | Licenza | |
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Implementing pricing strategies JRPM_2018.pdf | Documento in Post-print | Accesso chiuso-personale | Riservato |