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Pricing as a Strategic Capability

Author

Listed:
  • Dutta, Shantanu
  • Bergen, Mark
  • Levy, Daniel
  • Ritson, Mark
  • Zbaracki, Mark

Abstract

Companies that know how to set the right prices for their products and services understand that pricing isn’t simply a matter of good tactics. By investing in specific areas of organizational capital, they’ve made it a strategic weapon that competitors can only envy.

Suggested Citation

  • Dutta, Shantanu & Bergen, Mark & Levy, Daniel & Ritson, Mark & Zbaracki, Mark, 2002. "Pricing as a Strategic Capability," EconStor Open Access Articles and Book Chapters, ZBW - Leibniz Information Centre for Economics, vol. 43(3 (April ), pages 61-66.
    • Handle: RePEc:zbw:espost:206548
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    File URL: https://www.econstor.eu/bitstream/10419/206548/1/Pricing-Dutta-et-al-MIT-SMR.pdf
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    Citations

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    Cited by:

    1. Claudio A. Piga & Graziano Abrate & Giampaolo Viglia & Francesca Canio, 2022. "How the hospitality industry reacts to COVID-19: structural, managerial and tactical factors," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 21(5), pages 503-516, October.
    2. Khalil, Makram & Lewis, Vivien, 2024. "Product turnover and endogenous price flexibility in uncertain times," Discussion Papers 14/2024, Deutsche Bundesbank.
    3. Coccia, Mario, 2016. "The relation between price setting in markets and asymmetries of systems of measurement of goods," The Journal of Economic Asymmetries, Elsevier, vol. 14(PB), pages 168-178.
    4. 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.
    5. 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.
    6. Tevfik Demirciftci & Gurel Cetin & Anil Bilgihan, 2017. "Coping with RM challenges in hospitality education," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 16(5), pages 499-512, October.
    7. Sahay, Arvind, 2013. "Market-Driving Behaviors: A Framework for Developing Theory and Practice," IIMA Working Papers WP2013-05-07, Indian Institute of Management Ahmedabad, Research and Publication Department.
    8. Srivastava, Bharatendu, 2004. "Radio frequency ID technology: The next revolution in SCM," Business Horizons, Elsevier, vol. 47(6), pages 60-68.
    9. Liozu, Stephan & Hinterhuber, Andreas, 2022. "Pricing as a driver of profitable growth: An agenda for CEOs and senior executives," Business Horizons, Elsevier, vol. 65(4), pages 457-467.
    10. Stephan M Liozu, 2016. "The evolution and future of pricing capabilities," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 15(3), pages 306-316, July.
    11. Bodlaj, Mateja & Čater, Barbara, 2022. "Responsive and proactive market orientation in relation to SMEs’ export venture performance: The mediating role of marketing capabilities," Journal of Business Research, Elsevier, vol. 138(C), pages 256-265.
    12. Iveroth, Einar & Westelius, Alf & Petri, Carl-Johan & Olve, Nils-Göran & Cöster, Mathias & Nilsson, Fredrik, 2013. "How to differentiate by price: Proposal for a five-dimensional model," European Management Journal, Elsevier, vol. 31(2), pages 109-123.
    13. Stephan M. Liozu, 2021. "The adoption of pricing from an organizational perspective and its impact on relative firm performance," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 20(4), pages 390-402, August.
    14. Susanne Kreiter & Roland Helm, 2018. "Pricing Decisions in International Industrial Markets ¨C The Link between Standardization at Market Entry, Pricing Capability, and Price Reactions," Business and Management Studies, Redfame publishing, vol. 4(3), pages 26-43, September.
    15. Alderighi, Marco & Nicolini, Marcella & Piga, Claudio A., 2019. "Is low-cost carriers’ revenue management a firm capability?," Journal of Air Transport Management, Elsevier, vol. 78(C), pages 15-22.
    16. Riekhof, Hans-Christian & Werner, Franziska, 2010. "Pricing-Prozesse bei Herstellern von Fast Moving Consumer Goods," PFH Forschungspapiere/Research Papers 2010/01, PFH Private University of Applied Sciences, Göttingen.
    17. Shirokova, G. & Ivvonen, L., 2016. "Performance of Russian SMEs during the economic crisis: The role of strategic entrepreneurship," Working Papers 6454, Graduate School of Management, St. Petersburg State University.

    More about this item

    Keywords

    Pricing; Strategy; Human Capital; Social Capital; Marketing; Systems Technology;
    All these keywords.

    JEL classification:

    • M10 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - General
    • M21 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Economics - - - Business Economics
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
    • L23 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Organization of Production
    • L26 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Entrepreneurship
    • E31 - Macroeconomics and Monetary Economics - - Prices, Business Fluctuations, and Cycles - - - Price Level; Inflation; Deflation
    • L11 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Production, Pricing, and Market Structure; Size Distribution of Firms

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