Value quantification capabilities in industrial markets
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DOI: 10.1016/j.jbusres.2016.11.019
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- Hinterhuber, Andreas & Kienzler, Mario & Liozu, Stephan, 2021. "New product pricing in business markets: The role of psychological traits," Journal of Business Research, Elsevier, vol. 133(C), pages 231-241.
- Raja, Jawwad Z. & Frandsen, Thomas & Kowalkowski, Christian & Jarmatz, Martin, 2020. "Learning to discover value: Value-based pricing and selling capabilities for services and solutions," Journal of Business Research, Elsevier, vol. 114(C), pages 142-159.
- Liozu, Stephan M., 2019. "Make pricing power a strategic priority for your business," Business Horizons, Elsevier, vol. 62(1), pages 117-128.
- Stephan M. Liozu & Sven Feurer & Andreas Hinterhuber & Arch Woodside, 2021. "Configurational theory and practices of firms employing multiple pricing policies: assessing effective and ineffective pricing recipes in multiple firm contexts," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 20(4), pages 420-435, August.
- Alin Stancu & Alina Filip & Mihai Ioan Roșca & Daniela Ioniță & Raluca Căplescu & Andrei Cânda & Laura Daniela Roșca, 2020. "Value Creation Attributes—Clustering Strategic Options for Romanian SMEs," Sustainability, MDPI, vol. 12(17), pages 1-18, August.
- Andreas Hinterhuber & Todd C. Snelgrove & Bo-Inge Stensson, 2021. "Value first, then price: the new paradigm of B2B buying and selling," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 20(4), pages 403-409, August.
- Andreas Hinterhuber & Stephan M. Liozu, 2018. "Thoughts: premium pricing in B2C and B2B," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 17(4), pages 301-305, August.
- Itani, Omar S. & Goad, Emily A. & Jaramillo, Fernando, 2019. "Building customer relationships while achieving sales performance results: Is listening the holy grail of sales?," Journal of Business Research, Elsevier, vol. 102(C), pages 120-130.
- John V. Colias & Stella Park & Elizabeth Horn, 2021. "Optimizing B2B product offers with machine learning, mixed logit, and nonlinear programming," Journal of Marketing Analytics, Palgrave Macmillan, vol. 9(3), pages 157-172, September.
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Keywords
Value quantification; Pricing; Firm performance; Sales; Psychological characteristics; Value-based pricing; Value-based selling;All these keywords.
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