The browser you are using is not supported by this website. All versions of Internet Explorer are no longer supported, either by us or Microsoft (read more here: https://www.microsoft.com/en-us/microsoft-365/windows/end-of-ie-support).

Please use a modern browser to fully experience our website, such as the newest versions of Edge, Chrome, Firefox or Safari etc.

The micro-foundations of pricing strategy in industrial markets : A case study in the European packaging industry

På svenska

Author

Summary, in English

The choice and implementation of pricing strategy is often described as an optimization problem where the firm chooses the most profitable pricing strategy given certain external determinants. Contrary to this notion, recent research indicates that the pricing of products is a costly and complex activity, and that firms may differ in their capability to implement pricing strategies. This case study of industrial pricing strategy in the European packaging industry examines how different assets and routines are involved in the implementation of pricing strategy. The study particularly highlights the role of individual judgment, human capital and commercial experience for the implementation of pricing strategy in markets that because of customization are subject to high levels of uncertainty.

Publishing year

2017

Language

English

Pages

179-188

Publication/Series

Journal of Business Research

Volume

76

Document type

Journal article

Publisher

Elsevier

Topic

  • Business Administration

Keywords

  • value appropriation
  • pricing strategy
  • micro-foundations
  • judgment
  • human capital

Status

Published

ISBN/ISSN/Other

  • ISSN: 0148-2963