Optimal pricing models in B2B organizations

Optimal pricing models in B2B organizations

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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:
Keywords: optimal pricing, portfolio analysis
Abstract:

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.

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