IDEAS home Printed from https://ideas.repec.org/a/zbw/hsgmrs/276080.html
   My bibliography  Save this article

Mythos Value-Based-Pricing - Der Versuch einer (wertfreien) Einordnung

Author

Listed:
  • Krämer, Andreas
  • Schmutz, Iris

Abstract

Die Eckpunkte Kosten, Konkurrenz und Kunde ("3-C"-Pricing: Costs, Competition, Customer) werden für die Fragestellung einer "optimalen Preisfindung" meist nur nebeneinander und eher isoliert dargestellt. In diesem Zusammenhang wird das Value-Based-Pricing oft als überlegener Ansatz herausgestellt. Tatsächlich liegen – insbesondere in Zeiten dynamisch veränderter Rahmenbedingungen – eine Reihe von Wechselwirkungen und Abhängigkeiten vor, die eine isolierte Sicht verbieten und gleichzeitig einen integrierten Ansatz fordern.

Suggested Citation

  • Krämer, Andreas & Schmutz, Iris, 2020. "Mythos Value-Based-Pricing - Der Versuch einer (wertfreien) Einordnung," Marketing Review St.Gallen, Universität St.Gallen, Institut für Marketing und Customer Insight, vol. 37(2), pages 44-53.
    • Handle: RePEc:zbw:hsgmrs:276080
    as

    Download full text from publisher

    File URL: https://www.econstor.eu/bitstream/10419/276080/1/MRSG_2020_2_44-53.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Bergers, Dominic & Faßnacht, Martin, 2017. "Debiasing Strategies in the Price Management Process," Marketing Review St.Gallen, Universität St.Gallen, Institut für Marketing und Customer Insight, vol. 34(6), pages 50-58.
    2. Jiwoong Shin & K. Sudhir & Dae-Hee Yoon, 2012. "When to "Fire" Customers: Customer Cost-Based Pricing," Management Science, INFORMS, vol. 58(5), pages 932-947, May.
    3. Steve Buchheit & Nick Feltovich, 2011. "Experimental Evidence Of A Sunk‐Cost Paradox: A Study Of Pricing Behavior In Bertrand–Edgeworth Duopoly," International Economic Review, Department of Economics, University of Pennsylvania and Osaka University Institute of Social and Economic Research Association, vol. 52(2), pages 317-347, May.
    4. Dirk Totzek & Sascha Alavi, 2010. "Professionalisierung des Preismanagements auf Business-to-Business-Märkten: Die Rolle der Marktorientierung und der Unternehmenskultur," Schmalenbach Journal of Business Research, Springer, vol. 62(5), pages 533-562, August.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Ispano, Alessandro & Schwardmann, Peter, 2017. "Cooperating over losses and competing over gains: A social dilemma experiment," Games and Economic Behavior, Elsevier, vol. 105(C), pages 329-348.
    2. Jacobs, Martin & Requate, Till, 2016. "Bertrand-Edgeworth markets with increasing marginal costs and voluntary trading: Experimental evidence," Economics Working Papers 2016-01, Christian-Albrechts-University of Kiel, Department of Economics.
    3. Sumitro Banerjee & Alex P. Thevaranjan, 2013. "How to deal with unprofitable customers? A salesforce compensation perspective," ESMT Research Working Papers ESMT-13-05, ESMT European School of Management and Technology.
    4. Huang, Yeu-Shiang & Ho, Jyh-Wen & Wu, Guan-Jin, 2022. "A study on promotion with strategic two-stage customized bundling," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    5. Matthias Greiff & Henrik Egbert & Kreshnik Xhangolli, 2014. "Pay What You Want – But Pay Enough! Information Asymmetries and PWYW Pricing," Management & Marketing, Economic Publishing House, vol. 9(2), Summer.
    6. Upender Subramanian & Jagmohan S. Raju & Z. John Zhang, 2014. "The Strategic Value of High-Cost Customers," Management Science, INFORMS, vol. 60(2), pages 494-507, February.
    7. Gomez-Martinez, Francisco, 2016. "Partial Cartels and Mergers with Heterogeneous Firms: Experimental Evidence," MPRA Paper 81132, University Library of Munich, Germany, revised 01 Jul 2017.
    8. Ki-Eun Rhee & Raphael Thomadsen, 2017. "Behavior-Based Pricing in Vertically Differentiated Industries," Management Science, INFORMS, vol. 63(8), pages 2729-2740, August.
    9. Lepthien, Anke & Papies, Dominik & Clement, Michel & Melnyk, Valentyna, 2017. "The ugly side of customer management – Consumer reactions to firm-initiated contract terminations," International Journal of Research in Marketing, Elsevier, vol. 34(4), pages 829-850.
    10. Jan Potters & Sigrid Suetens, 2013. "Oligopoly Experiments In The Current Millennium," Journal of Economic Surveys, Wiley Blackwell, vol. 27(3), pages 439-460, July.
    11. Maiga, Adam S. & Nilsson, Anders & Ax, Christian, 2015. "Relationships between internal and external information systems integration, cost and quality performance, and firm profitability," International Journal of Production Economics, Elsevier, vol. 169(C), pages 422-434.
    12. Krista J. Li, 2021. "Behavior-Based Quality Discrimination," Manufacturing & Service Operations Management, INFORMS, vol. 23(2), pages 425-436, March.
    13. Yuxin Chen & Xinxin Li & Monic Sun, 2017. "Competitive Mobile Geo Targeting," Marketing Science, INFORMS, vol. 36(5), pages 666-682, September.
    14. Miguel A. Fonseca & Hans-Theo Normann, 2013. "Excess Capacity and Pricing in Bertrand-Edgeworth Markets: Experimental Evidence," Journal of Institutional and Theoretical Economics (JITE), Mohr Siebeck, Tübingen, vol. 169(2), pages 199-228, June.
    15. Sumitro Banerjee & Alex P. Thevaranjan, 2019. "Targeting and salesforce compensation: When sales spill over to unprofitable customers," Quantitative Marketing and Economics (QME), Springer, vol. 17(1), pages 81-104, March.
    16. Arieh Gavious & Ella Segev, 2017. "Price Discrimination Based on Buyers’ Purchase History," Dynamic Games and Applications, Springer, vol. 7(2), pages 229-265, June.
    17. Yoonseock Son & Wonseok Oh & Sang Pil Han & Sungho Park, 2020. "When Loyalty Goes Mobile: Effects of Mobile Loyalty Apps on Purchase, Redemption, and Competition," Information Systems Research, INFORMS, vol. 31(3), pages 835-847, September.
    18. Zhou, Jianheng & Luo, Yao, 2023. "Bayes information updating and multiperiod supply chain screening," International Journal of Production Economics, Elsevier, vol. 256(C).
    19. Rosa‐Branca Esteves & Qihong Liu & Jie Shuai, 2022. "Behavior‐based price discrimination with nonuniform distribution of consumer preferences," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 31(2), pages 324-355, April.
    20. Martens, Nikolai & Orzen, Henrik, 2021. "Escalating commitment to a failing course of action — A re-examination," European Economic Review, Elsevier, vol. 137(C).

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:zbw:hsgmrs:276080. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: ZBW - Leibniz Information Centre for Economics (email available below). General contact details of provider: https://imc.unisg.ch/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.