Management Decision: Volume 52 Issue 1

Value creation and organisational practices at firm boundaries

Antonella La Rocca, Ivan Snehota

Growing awareness that value for the customer is created in relationship between the supplier and the customer has consequences for sales and marketing functions, and businesses…

Networked new service development process: a participant value perspective

Hannu Makkonen, Hanna Komulainen

The purpose of this paper is to shed light on perceived value for the participating actors during the new service development (NSD) process. The authors are particularly…

The theoretical foundations of value-informed pricing in the service-dominant logic of marketing

Paul T.M. Ingenbleek

In the mainstream normative pricing literature, value assessment is virtually non-existent. Although the resource-based literature recognizes that pricing is a competence…

Organizational design and pricing capabilities for superior firm performance

Stephan Liozu, Andreas Hinterhuber, Toni Somers

– The purpose of this paper is to test the relationship between organizational antecedents, pricing capabilities, and firm performance.

Three strategies for customer value assessment in business markets

Joona Keränen, Anne Jalkala

The strategies to assess potential and realized customer value have received surprisingly little attention in management literature. The purpose of this paper is to examine…

Management of customer assets for increased value capture in business markets

Suvi Nenonen, Kaj Storbacka

The last two decades have seen a surge of interest in the concept of value in business markets. Furthermore, extant literature suggests that value capture can be conceptualized as…

Capturing value from innovations: the importance of rent configurations

Francois Duhamel, Sophie Reboud, Michel Santi

The purpose of this paper is to devise recommendations for firms to formulate modes of value capture for their product innovations, ex ante. More specifically, the research…

Pricing capabilities: the design, development, and validation of a scale

Stephan Liozu, Andreas Hinterhuber

The literature has paid increased attention to pricing capabilities as a set of distinctive, complex activities, routines, and processes that drive company performance. Despite…

Pricing myopia: do leading companies capture the full value of their pricing strategies?

Manu Carricano

Many companies lack insights or fact-based support for the pricing decisions they make in an increasingly complex environment. In order to optimize their pricing process, managers…

2013 Awards for Excellence