Value-based pricing in competitive situations with the help of multi-product price response maps
Author
Abstract
Suggested Citation
DOI: 10.1016/j.jbusres.2017.01.004
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
References listed on IDEAS
- Hauser, John R & Urban, Glen L, 1986. "The Value Priority Hypotheses for Consumer Budget Plans," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 12(4), pages 446-462, March.
- Greg Shaffer & Z. John Zhang, 1995. "Competitive Coupon Targeting," Marketing Science, INFORMS, vol. 14(4), pages 395-416.
- Dost, Florian & Wilken, Robert, 2012. "Measuring willingness to pay as a range, revisited: When should we care?," International Journal of Research in Marketing, Elsevier, vol. 29(2), pages 148-166.
- Erik Maier & Robert Wilken & Florian Dost, 2015. "The double benefits of consumer certainty: combining risk and range effects," Marketing Letters, Springer, vol. 26(4), pages 473-488, December.
- Franziska Voelckner, 2006. "An empirical comparison of methods for measuring consumers’ willingness to pay," Marketing Letters, Springer, vol. 17(2), pages 137-149, April.
- Kamel Jedidi & Z. John Zhang, 2002. "Augmenting Conjoint Analysis to Estimate Consumer Reservation Price," Management Science, INFORMS, vol. 48(10), pages 1350-1368, October.
- Luc Wathieu & Marco Bertini, 2007. "Price as a Stimulus to Think: The Case for Willful Overpricing," Marketing Science, INFORMS, vol. 26(1), pages 118-129, 01-02.
- Park, Joo Heon & MacLachlan, Douglas L. & Love, Edwin, 2011. "New product pricing strategy under customer asymmetric anchoring," International Journal of Research in Marketing, Elsevier, vol. 28(4), pages 309-318.
- Christian Schlereth & Christine Eckert & Bernd Skiera, 2012. "Using discrete choice experiments to estimate willingness-to-pay intervals," Marketing Letters, Springer, vol. 23(3), pages 761-776, September.
- Moorthy, Sridhar & Ratchford, Brian T & Talukdar, Debabrata, 1997. "Consumer Information Search Revisited: Theory and Empirical Analysis," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 23(4), pages 263-277, March.
- Dost, Florian & Wilken, Robert & Eisenbeiss, Maik & Skiera, Bernd, 2014. "On the Edge of Buying: A Targeting Approach for Indecisive Buyers Based on Willingness-to-Pay Ranges," Journal of Retailing, Elsevier, vol. 90(3), pages 393-407.
Citations
Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
Cited by:
- 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.
- Yu, Yaoqin & Lian, Feng & Yang, Zhongzhen, 2021. "Pricing of parcel locker service in urban logistics by a TSP model of last-mile delivery," Transport Policy, Elsevier, vol. 114(C), pages 206-214.
- Maier, Erik & Dost, Florian, 2024. "Decomposing cross-channel advertising support of retailer price promotions," Journal of Retailing, Elsevier, vol. 100(3), pages 362-381.
- Juan Pérez & Héctor López-Ospina, 2022. "Competitive Pricing for Multiple Market Segments Considering Consumers’ Willingness to Pay," Mathematics, MDPI, vol. 10(19), pages 1-32, October.
- Tuo Wang & Michael Y. Hu, 2019. "Differential pricing with consumers’ valuation uncertainty by a monopoly," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 18(3), pages 247-255, June.
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.- Tuo Wang & Michael Y. Hu, 2019. "Differential pricing with consumers’ valuation uncertainty by a monopoly," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 18(3), pages 247-255, June.
- Dost, Florian & Wilken, Robert, 2012. "Measuring willingness to pay as a range, revisited: When should we care?," International Journal of Research in Marketing, Elsevier, vol. 29(2), pages 148-166.
- Mayer, Stefan & Klein, Robert & Seiermann, Stephanie, 2013. "A simulation-based approach to price optimisation of the mixed bundling problem with capacity constraints," International Journal of Production Economics, Elsevier, vol. 145(2), pages 584-598.
- Casey E. Newmeyer & R. Venkatesh & Rabikar Chatterjee, 2021. "Reservation Prices for Product Portfolios Under Uncertainty: the ICEPORT Approach," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 8(3), pages 51-65, September.
- James Agarwal & Wayne DeSarbo & Naresh K. Malhotra & Vithala Rao, 2015. "An Interdisciplinary Review of Research in Conjoint Analysis: Recent Developments and Directions for Future Research," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 2(1), pages 19-40, March.
- Tully, Stephanie M. & Winer, Russell S., 2014. "The Role of the Beneficiary in Willingness to Pay for Socially Responsible Products: A Meta-analysis," Journal of Retailing, Elsevier, vol. 90(2), pages 255-274.
- Gensler, Sonja & Hinz, Oliver & Skiera, Bernd & Theysohn, Sven, 2012. "Willingness-to-pay estimation with choice-based conjoint analysis: Addressing extreme response behavior with individually adapted designs," European Journal of Operational Research, Elsevier, vol. 219(2), pages 368-378.
- Dost, Florian & Wilken, Robert & Eisenbeiss, Maik & Skiera, Bernd, 2014. "On the Edge of Buying: A Targeting Approach for Indecisive Buyers Based on Willingness-to-Pay Ranges," Journal of Retailing, Elsevier, vol. 90(3), pages 393-407.
- Christian Schlereth & Christine Eckert & Bernd Skiera, 2012. "Using discrete choice experiments to estimate willingness-to-pay intervals," Marketing Letters, Springer, vol. 23(3), pages 761-776, September.
- Hofstetter, Reto & Miller, Klaus M. & Krohmer, Harley & Zhang, Z. John, 2021. "A de-biased direct question approach to measuring consumers' willingness to pay," International Journal of Research in Marketing, Elsevier, vol. 38(1), pages 70-84.
- Ke-Wei Huang, 2009. "Optimal criteria for selecting price discrimination metrics when buyers have log-normally distributed willingness-to-pay," Quantitative Marketing and Economics (QME), Springer, vol. 7(3), pages 321-341, September.
- Nicole Koschate-Fischer & Katharina Wüllner, 2017. "New developments in behavioral pricing research," Journal of Business Economics, Springer, vol. 87(6), pages 809-875, August.
- Andreas Pondorfer & Katrin Rehdanz, 2018.
"Eliciting Preferences for Public Goods in Nonmonetized Communities: Accounting for Preference Uncertainty,"
Land Economics, University of Wisconsin Press, vol. 94(1), pages 73-86.
- Pondorfer, Andreas & Rehdanz, Katrin, 2015. "Eliciting preferences for public goods in non-monetized communities: Accounting for preference uncertainty," Kiel Working Papers 2010, Kiel Institute for the World Economy (IfW Kiel).
- Ke, Jing & Khanna, Nina & Zhou, Nan, 2022. "Indirect estimation of willingness to pay for energy technology adoption," Applied Energy, Elsevier, vol. 312(C).
- Otto, Philipp E. & Schmidt, Lennard, 2021. "Reservation price uncertainty: Loss, virtue, or emotional heterogeneity?," Journal of Economic Psychology, Elsevier, vol. 87(C).
- Marine Le Gall-Ely, 2009. "Définition, mesure et déterminants du consentement à payer du consommateur : synthèse critique et voies de recherche," Post-Print hal-00522826, HAL.
- Braun, Alexander & Schmeiser, Hato & Schreiber, Florian, 2016. "On consumer preferences and the willingness to pay for term life insurance," European Journal of Operational Research, Elsevier, vol. 253(3), pages 761-776.
- Christian Schlereth & Bernd Skiera, 2009. "Schätzung von Zahlungsbereitschaftsintervallen mit der Choice-Based Conjoint-Analyse," Schmalenbach Journal of Business Research, Springer, vol. 61(8), pages 838-856, December.
- Erik Maier & Robert Wilken & Florian Dost, 2015. "The double benefits of consumer certainty: combining risk and range effects," Marketing Letters, Springer, vol. 26(4), pages 473-488, December.
- Juan Pérez & Héctor López-Ospina, 2022. "Competitive Pricing for Multiple Market Segments Considering Consumers’ Willingness to Pay," Mathematics, MDPI, vol. 10(19), pages 1-32, October.
More about this item
Keywords
Value-based pricing; Competitive pricing; Price response map; Consumer indecisiveness map; Willingness to pay as a range;All these keywords.
Statistics
Access and download statisticsCorrections
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:eee:jbrese:v:76:y:2017:i:c:p:219-236. 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: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.