About the missing value(s) - re-inventing B2B pricing processes
Type
conference poster
Author(s)
Schmutz, Iris
Abstract (De)
In the pricing processes proposed in existent literature it is hardly described how to find a rational or reasonable price under lacking information. Therefore we propose a rethinking of processes towards a manager based view, namely the managers` price setting journeys. This starts by describing pricing as a decision based on individually available (and not available) information and the respective coping mechanism. Therefore we test our newly proposed concept and deduce a typology of coping mechanisms enabling cross-learning and strategic adjustments. During a qualitative pre-study we found that pricing managers rarely use scientifically proposed pricing processes or rely on science for decision support. However, managers agree with our proposed concept and find it closer to their reality. Furthermore we found a variety of coping mechanisms that prove that we were right suspecting that practitioners found effective ways to work around missing information.
Language
English
Subject(s)
Contact Email Address
iris.schmutz@unisg.ch
Eprints ID
257843
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Name
Poster_ISchmutz.pdf
Size
228.22 KB
Format
Adobe PDF
Checksum (MD5)
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