Industry-specific factors impeding the implementation of value-based pricing

Result code in IS VaVaI

<a href="https://www.isvavai.cz/riv?ss=detail&h=RIV%2F62156489%3A43110%2F21%3A43920312" target="_blank" >RIV/62156489:43110/21:43920312 - isvavai.cz</a>

Result on the web

<a href="https://doi.org/10.11118/ejobsat.2021.004" target="_blank" >https://doi.org/10.11118/ejobsat.2021.004</a>

DOI - Digital Object Identifier

<a href="http://dx.doi.org/10.11118/ejobsat.2021.004" target="_blank" >10.11118/ejobsat.2021.004</a>

Result language

angličtina

Original language name

Industry-specific factors impeding the implementation of value-based pricing

Original language description

Value-based pricing (VBP) is often considered the most profitable pricing method. However, VBP is rarely implemented by companies. This research study asks the question Why? and investigates the obstacles to an implementation of VBP. The objectives of this paper are to provide an assessment of customer-based obstacles to implement VBP in four different German industries and to evaluate the degree of company-based obstacles by industry. For that purpose, 792 consumer questionnaires were collected and 20 expert interviews were conducted. The results show that the technology industry is the German industry with the lowest obstacles, while the pharmaceutical industry experiences the strongest obstacles. The degree of obstacles varies significantly by industry. This study contributes to theory by taking both a customer perspective and a business perspective towards VBP while identifying the degree of the obstacles to implement VBP by industry. This paper allows future researchers and business practitioners to assess the industry-specific obstacles and take appropriate measures to overcome them.

Czech name

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Czech description

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Type

J_SC - Article in a specialist periodical, which is included in the SCOPUS database

CEP classification

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OECD FORD branch

50202 - Applied Economics, Econometrics

Project

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Continuities

I - Institucionalni podpora na dlouhodoby koncepcni rozvoj vyzkumne organizace

Publication year

2021

Confidentiality

S - Úplné a pravdivé údaje o projektu nepodléhají ochraně podle zvláštních právních předpisů

Name of the periodical

European Journal of Business Science and Technology

ISSN

2336-6494

e-ISSN

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Volume of the periodical

7

Issue of the periodical within the volume

1

Country of publishing house

CZ - CZECH REPUBLIC

Number of pages

20

Pages from-to

27-46

UT code for WoS article

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EID of the result in the Scopus database

2-s2.0-85114832992