| Article ID: | iaor2012144 |
| Volume: | 11 |
| Issue: | 1 |
| Start Page Number: | 35 |
| End Page Number: | 39 |
| Publication Date: | Jan 2012 |
| Journal: | Journal of Revenue and Pricing Management |
| Authors: | Farres Rafael |
| Keywords: | optimal pricing, portfolio analysis |
This article discusses the application of value‐based pricing strategies in B2B companies. It explores the conditions for implementing value‐based pricing strategies in companies selling a portfolio of products competing in a variety of different market segments. The article also discusses the limits of value‐based pricing strategies and suggests ways to overcome implementation pitfalls.