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.

Implementing pricing strategies

Hinterhuber, Andreas
2018

Abstract

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.
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Utilizza questo identificativo per citare o creare un link a questo documento: http://hdl.handle.net/10278/3703787
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