کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
5111129 1483441 2017 16 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Organizing for value appropriation: Configurations and performance outcomes of price management
ترجمه فارسی عنوان
سازماندهی برای تخصیص ارزش: تنظیمات و نتایج عملکرد مدیریت قیمت
کلمات کلیدی
پیکربندی، سازمان قیمت گذاری، گونه شناسی، تخصیص ارزش،
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری بازاریابی و مدیریت بازار
چکیده انگلیسی
Value creation and value appropriation are fundamental strategic processes. Both can be analyzed at the level of the individual manager, an organization or at the systemic level. On the organizational level, empirical research so far has put strong emphasis on aspects of value creation, while value appropriation has received less attention. We analyze value appropriation through the organizational implementation of pricing processes in the context of formalization, specialization, centralization, dispersion of influence, and top-management involvement in firms' pricing organization. Through a large-scale exploratory study of 419 European companies in the B2B area, we identify five empirical organizational configurations of pricing organization for value appropriation. Testing the effects of pricing configurations relating to pricing performance as well as overall firm performance reveals that more systematic approaches to pricing organization significantly improve value appropriation outcomes.
ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Industrial Marketing Management - Volume 61, February 2017, Pages 194-209
نویسندگان
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