Towards value-based pricing—An integrative framework for decision making

@inproceedings{Hinterhuber2004TowardsVP,
  title={Towards value-based pricing—An integrative framework for decision making},
  author={Andreas Hinterhuber},
  year={2004}
}
Despite a recent surge of interest, the subject of pricing in general and value-based pricing in particular has received little academic investigation. Yet, pricing has a huge impact on financial results, both in absolute terms and relative to other instruments of the marketing mix. The objective of this paper is to present a comprehensive framework for pricing decisions which considers all relevant dimensions and elements for profitable and sustainable pricing decisions. The theoretical… CONTINUE READING
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