Scholarlink

<p>Despite its advantages, value-based pricing is rarely used in practice. This paper examines how pricing capabilities and contingency factors influence the success of value-based pricing. Based on a cross-sectional business-to-business (B2B) survey the study tests a model that incorporates value quantification capability and sales force negotiation capability, customer price sensitivity, and price-related market dynamism. The research indicates that value-based pricing enhances market effectiveness, value quantification increases the effect of value-based pricing on profitability, and customer price sensitivity negatively moderates these main effects. This study emphasizes the importance of investing in value quantification tools and assessing customer price sensitivity in pricing.</p>

错误：搜索内容不能为空，请输入英文关键词
错误：关键词超出字数限制，请精简
高级检索

Unlocking value-based pricing: the moderating roles of pricing capabilities and contingency factors in B2B markets: an empirical approach

  • 期刊论文

  • 发表日期：

    2025年3月10日

查看全文
  • Oliver Roll,
  • Jan Luca Geerties

摘要

Despite its advantages, value-based pricing is rarely used in practice. This paper examines how pricing capabilities and contingency factors influence the success of value-based pricing. Based on a cross-sectional business-to-business (B2B) survey the study tests a model that incorporates value quantification capability and sales force negotiation capability, customer price sensitivity, and price-related market dynamism. The research indicates that value-based pricing enhances market effectiveness, value quantification increases the effect of value-based pricing on profitability, and customer price sensitivity negatively moderates these main effects. This study emphasizes the importance of investing in value quantification tools and assessing customer price sensitivity in pricing.