Purpose–In the face of increased pricing pressure, managerial attention for value‐informed
pricing (in which a price is based on the customer's value perception) is on the rise …

To investigate how cognitive biases inhibit value-based pricing practices among managers
in business markets, this article considers five different cognitive biases—perceived lack of …

Purpose–Customer value‐based pricing is increasingly recognised by academics and
practitioners as the most effective approach to pricing for companies wishing to achieve …

Price policy definition is one of the most important decisions in management as it affects
corporate profitability and market competitiveness. Despite the importance that prices take in …

In their effort to differentiate themselves from cost-driven rivals, many industrial companies
are beginning to serve their customers through value-based offerings. Such companies …

Value-based pricing is known to be challenging, especially on online platforms, but is
considered a superior pricing strategy. We investigate cross-platform pricing and other …

How do pricing methods affect firm performance? From both an academic as well as a
managerial perspective this question is important. The literature is silent on the relationship …

Is It Time to Rethink Your Pricing Strategy? MIT Sloan Management Review Logo Menu Close
Menu and Search Search Topics < Back to Menu Data, AI, & Machine Learning Innovation …

Purpose This study aims to simultaneously examine the influence of demographic,
psychographic and situational factors on consumers' willingness to pay a price premium …

This article aims to address the relationship between price strategies and price‐setting
practices. The first derive from a normative tradition in the pricing literature and the latter …