Search Results - subject:"Value quantification"

Hinterhuber, Andreas (ed.) - 2024

"The Elgar Encyclopedia of Pricing presents a holistic view of cutting-edge topics, practical insights, and global perspectives on pricing. In-depth entries cover everything from behavioral pricing and artificial intelligence to sustainability pricing strategies and dynamic online pricing. This...

Persistent link: https://www.econbiz.de/10014635753

Effectiveness of value calculators in B2B sales work : challenges at the sales-call level

Pöyry, Essi; Parvinen, Petri; Martens, Jonas - In: Journal of business research : JBR 126 (2021), pp. 350-360

Persistent link: https://www.econbiz.de/10012494256

How technology-based startups can use customer value propositions to gain pilot customers

Kirchberger, Markus; Wouters, Marc; Anderson, James C. - In: Journal of business-to-business marketing 27 (2020) 4, pp. 353-374

Persistent link: https://www.econbiz.de/10012392044

Thoughts: premium pricing in B2C and B2B

Hinterhuber, Andreas; Liozu, Stephan - In: Journal of revenue and pricing management 17 (2018) 4, pp. 301-305

Persistent link: https://www.econbiz.de/10011922706

Implementing pricing strategies

Hinterhuber, Andreas - In: Journal of revenue and pricing management 17 (2018) 1, pp. 1-2

Persistent link: https://www.econbiz.de/10011875159

Quantified value first, then price : realizing the positive impact of a value pricing strategy

Snelgrove, Todd - In: Journal of revenue and pricing management 17 (2018) 1, pp. 41-44

Persistent link: https://www.econbiz.de/10011875206

Value quantification capabilities in industrial markets

Hinterhuber, Andreas - In: Journal of business research : JBR 76 (2017), pp. 163-178

Persistent link: https://www.econbiz.de/10011713611

Organizational and institutional barriers to value-based pricing in industrial relationships

Töytäri, Pekka; Rajala, Risto; Alejandro, Thomas Brashear - In: Industrial marketing management : the international … 47 (2015), pp. 53-64

Persistent link: https://www.econbiz.de/10011313575

Bridging the theory to application gap in value‐based selling

Töytäri, Pekka; Brashear Alejandro, Thomas; Parvinen, … - In: Journal of Business & Industrial Marketing 26 (2011) 7, pp. 493-502

customer value quantification from the point of view of industrial customers, and study value‐based sales processes to uncover …'s operation. The paper aims to contribute to the value quantification knowledge and practices. Originality/value – The academic … literature on the practical activities related to value‐based selling remains sparse, while the importance of the value …

Persistent link: https://www.econbiz.de/10014843086