publication . Preprint . 2001

On cost-informed pricing and customer value: a resource-advantage perspective on industrial innovation pricing practices

Ingenbleek, Paul; Debruyne, Marion; Frambach, Ruud T.;
Open Access
  • Published: 01 Jan 2001
By empirically testing a framework of pricing strategies and their determinants in an industrial setting, Noble and Gruca (1999a) help to overcome the lack of empirical validation of pricing theory. In a commentary to the article, Cressman (1999) (1) expresses worries about the high percentage of firms that engages in cost-based pricing; (2) raises a definition question on value-based pricing; and (3) stresses that empirical pricing literature does not provide ideas on successful pricing practices in relation to customer value created. The aim of this study is to respond to calls for research on successful pricing practices. A perspective from resource-advantage...
free text keywords: jel:D40, jel:M31, jel:O31
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