An effective pricing framework in a competitive industry: Management processes and implementation guidelines

Bang Ning Hwang, Jack Tsai, Hsiao Cheng Yu, Shih-Chi Chang

Research output: Contribution to journalArticle

2 Citations (Scopus)

Abstract

In the quest to improve shareholder value companies in the past have primarily focused on cutting costs. However continuing cost reductions has its limit necessitating attention on revenue as well. An effective pricing framework helps companies ensure pricing strategy development and execution. The purpose of this article is to propose a conceptual framework for pricing strategy development and execution in a competitive industry. The framework introduced in this article consists of (1) a three-phased pricing management process of planning, execution and analysis; (2) a set of implementation guidelines ensuring completeness, accuracy, responsiveness and flexibility. Through an empirical case study, we demonstrate how a high-tech company using a series of business and IT initiatives successfully implemented the framework.

Original languageEnglish
Pages (from-to)231-243
Number of pages13
JournalJournal of Revenue and Pricing Management
Volume10
Issue number3
DOIs
Publication statusPublished - 2011 May 1

Fingerprint

Management process
Pricing
Industry
Pricing strategy
Strategy development
Revenue
Shareholder value
High-tech companies
Responsiveness
Conceptual framework
Completeness
Planning
Costs

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Finance
  • Economics and Econometrics
  • Strategy and Management

Cite this

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An effective pricing framework in a competitive industry : Management processes and implementation guidelines. / Hwang, Bang Ning; Tsai, Jack; Yu, Hsiao Cheng; Chang, Shih-Chi.

In: Journal of Revenue and Pricing Management, Vol. 10, No. 3, 01.05.2011, p. 231-243.

Research output: Contribution to journalArticle

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