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
2018-01-01

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: https://hdl.handle.net/10278/3703787
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