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Editorial — Behavioral and psychological aspects of b2b pricing
No full textIn this paper we define core research questions falling within the domain of behavioral and psychological aspects of B2B pricing. We then present the papers accepted for this special issue. Central research questions are, in our view, all those instances where decisions about price violate basic principles of rational choice. Decisions about price involve two main actors. First is the customer. We are interested in how customers' purchase decisions in B2B exhibit behavioral patterns that are inconsistent with rational choice models. Second is the manager. Managers set prices and in this process are equally susceptible to violating fundamental principles of rational choice. For this special issue we have been able to accept six papers. We welcome the debate that these papers are likely to start. (C) 2015 Elsevier Inc. All rights reserved
The micro-foundations of pricing
No full textIn this editorial we define the core research questions that fall into the domain of this special issue: Research on the micro-foundations of pricing aims to explore how individual traits or individual activities influence pricing activities or performance at the organizational level. As current research and the papers in this special issue suggest, adopting a micro-level perspective is necessary to building better theories: Organizations do not act, individuals do. Understanding the complex causal relationships between individual traits and behaviors and organizational outcomes is of interest to both researchers and managers. It is our hope that this special issue on micro-foundations, on fallible and not easy to model traits, cognition, and decisions, advance the theory and practice of pricing. (C) 2017 Elsevier Inc. All rights reserved
Going Beyond Counting First Authors in Author Co-citation Analysis
Get PDFThe present study examines one of the fundamental aspects of author co-citation analysis (ACA) - the way co-citation
counts are defined. Co-citation counting provides the data on which all subsequent statistical analyses and mappings
are based, and we compare ACA results based on two different types of co-citation counting - the traditional type that
only counts the first one among a cited work's authors on the one hand and a non-traditional type that takes into
account the first 5 authors of a cited work on the other hand. Results indicate that the picture produced through this non-traditional author co-citation counting contains more coherent author groups and is therefore considerably clearer. However, this picture represents fewer specialties in the research field being studied than that produced through the traditional first-author co-citation counting when the same number of top-ranked authors is selected and analyzed. Reasons for these effects are discussed
Pricing Orientation in Industrial Markets: The Organizational Transformation To Value-Based Pricing
Get PDFOf three main orientations to pricing in industrial markets cost-based, competition-based and customer value-based most marketing and pricing scholars consider the latter superior but few firms use it. The literature is silent about how organizational and behavioral characteristics of industrial firms may affect pricing orientation and, more specifically, value-based pricing. Semi-structured interviews with 44 managers of small to medium size U.S. industrial firms yielded insights into firm pricing orientations, processes and decision making patterns. We identified five organizational characteristics common to firms implementing value-based pricing: ability to effect deep transformational change, presence of a champion, skill in diffusing organizational capabilities, organizational confidence, and center-led pricing process specialization. Our data demonstrates that value-based pricing is not simply adopted but internalized through a long, tenuous and deep transformation process supported by an experiential and transformative learning environment
Pricing Capabilities and Firm Performance: A Socio-Technical Framework for the Adoption of Pricing as a Transformational Innovation
No full textThe Organizational Design For Pricing And Its Consequences On Relative Firm Performance
Get PDFDespite strong evidence of substantial impact on the bottom line, most companies counter-intuitively neglect the pricing function--as do most scholars. Only 2% of all articles published in major marketing journals focus on pricing and scholars have long begged the question of how organizational and behavioral characteristics of firms affect the link between pricing practices and firm performance. To address these practical and theoretical deficits we surveyed 748 professionals involved in pricing at firms from around the world to measure the influence of five organizational factors on pricing orientation and firm performance identified in a prior qualitative phase of our research. The five factors were: 1) Championing behaviors, 2) pricing capabilities, 3) organizational confidence, 4) organizational change capacity, and 5) center-led pricing management. Results demonstrate that all five factors positively and significantly influence relative performance, suggesting that pricing champions able to design organizations and allocate resources in a way that maximizes pricing capability can achieve superior financial outcomes. In aggregate, the five factors promote competitive advantage and comparative firm performance
Variations on the Author
Get PDF“Variations on the Author” discusses two of Eduardo Coutinho’s recent films (Um Dia na Vida, from 2010, and Últimas Conversas, posthumously released in 2015) and their contribution to the general question of documentary authorship. The director’s filmography is characterized by a consistent yet self-effacing form of authorial self-inscription: Coutinho often features as an interviewer that rather than express opinions propels discourses; an interviewer that is good at listening. This mode of self-inscription characterizes him as an author who is not expressive but who is nonetheless markedly present on the screen. In Um Dia na Vida, however, Coutinho is completely absent form the image, while Últimas Conversas, on the contrary, includes a confessional prologue that moves the director from the margins to the center of his films. This article examines the ways in which these works stand out in the filmography of a director who offers new insights into the notion of cinematic authorship
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