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

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

研究成果: Article同行評審

2 引文 斯高帕斯(Scopus)

摘要

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.

原文English
頁(從 - 到)231-243
頁數13
期刊Journal of Revenue and Pricing Management
10
發行號3
DOIs
出版狀態Published - 2011 五月 1

All Science Journal Classification (ASJC) codes

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

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