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Value-based pricing meets twenty-first century procurement

Author

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  • Christopher D. Provines

    (Value Vantage Partners
    Rutgers University Business School)

Abstract

Fierce global competition and the growth of low-cost competitors are causing suppliers in many business and industrial markets to differentiate themselves through value-based strategies. At the same time, procurement organizations in many businesses are assuming a more pivotal role in supplier management and buying decisions. Little research, however, has been carried out to consider how sellers’ value-based pricing is impacted by buyers’ procurement goals and strategies. It is the aim of this article to review and integrate the empirical literature on value-based pricing and modern procurement strategies and goals in order to construct a conceptual framework for pricing practitioners and questions for future research.

Suggested Citation

  • Christopher D. Provines, 2017. "Value-based pricing meets twenty-first century procurement," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 16(1), pages 4-17, February.
    • Handle: RePEc:pal:jorapm:v:16:y:2017:i:1:d:10.1057_s41272-017-0080-6
    DOI: 10.1057/s41272-017-0080-6
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    References listed on IDEAS

    as
    1. Úbeda, Ricardo & Alsua, Carlos & Carrasco, Nelson, 2015. "Purchasing models and organizational performance: a study of key strategic tools," Journal of Business Research, Elsevier, vol. 68(2), pages 177-188.
    2. Harwood, Ian & Humby, Stuart, 2008. "Embedding corporate responsibility into supply: A snapshot of progress," European Management Journal, Elsevier, vol. 26(3), pages 166-174, June.
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    Cited by:

    1. Latinovic, Zoran & Chatterjee, Sharmila C., 2024. "Value co-creation: Balancing B2B platform value and potential reverse-value effects," Journal of Business Research, Elsevier, vol. 175(C).
    2. Debabrata Das & Sameer Kumar & Nirmal Baran Hui & Vipul Jain & Charu Chandra, 2023. "Pricing and revenue-based outsourcing strategies in a multi-echelon lot-sizing model under insufficient production capacity," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 22(6), pages 514-530, December.

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