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Quantifying perceived value: a methodological proposal for strategic and practical price setting

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  • Martin Alberto Rodriguez Brindis

    (Escuela Bancaria y Comercial, S.C.
    Universidad Anahuac Oaxaca)

Abstract

This article presents an innovative methodological proposal for price setting based on perceived consumer value, integrating quantitative tools to align pricing decisions with market perceptions. The methodology identifies and weights key attributes, evaluates the relative performance of competitors, and calculates a suggested price that optimizes profitability without compromising perceived value. Through a practical case study, the step-by-step implementation of the model in a competitive market is illustrated, highlighting its applicability and flexibility across various sectors. Additionally, the scope and limitations of the method are discussed, emphasizing the importance of advanced analytical tools to address challenges related to data quality and consumer perception heterogeneity. This proposal represents a significant contribution to both the theory and practice of pricing strategies.

Suggested Citation

  • Martin Alberto Rodriguez Brindis, 2025. "Quantifying perceived value: a methodological proposal for strategic and practical price setting," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 24(3), pages 222-231, June.
    • Handle: RePEc:pal:jorapm:v:24:y:2025:i:3:d:10.1057_s41272-025-00535-8
    DOI: 10.1057/s41272-025-00535-8
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    References listed on IDEAS

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    1. Paul Ingenbleek & Marion Debruyne & Ruud T. Frambach & Theo M. M. Verhallen, 2003. "Successful New Product Pricing Practices: A Contingency Approach," Marketing Letters, Springer, vol. 14(4), pages 289-305, December.
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    3. Zhang, Jie & Kevin Chiang, Wei–yu & Liang, Liang, 2014. "Strategic pricing with reference effects in a competitive supply chain," Omega, Elsevier, vol. 44(C), pages 126-135.
    4. Shantanu Dutta & Mark J. Zbaracki & Mark Bergen, 2003. "Pricing process as a capability: a resource‐based perspective," Strategic Management Journal, Wiley Blackwell, vol. 24(7), pages 615-630, July.
    5. Forbis, John L. & Mehta, Nitin T., 1981. "Value-based strategies for industrial products," Business Horizons, Elsevier, vol. 24(3), pages 32-42.
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    Cited by:

    1. Ian Yeoman, 2025. "The evolution of pricing," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 24(3), pages 201-203, June.

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