Facts or gut feelings: analysis of external pricing antecedents for SMEs in Germany

Achterberg, Lars Hendrik; Omar, Maktoba; Ambituuni, Ambisisis; Roll, Oliver

doi:10.1108/jsbed-12-2017-0398

Cited by 9 publications

(7 citation statements)

References 66 publications

(127 reference statements)

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“…2.4.1 Relationship between value-based pricing and market performance. A price capacity is considered a key driver of a firm's performance and a crucial factor in earning economic rents (Achterberg et al, 2018), and it substantially affects firm profitability (Hofer et al, 2019). Ingenbleek et al (2003) comment that pricing based on perceived value combined with pricing practices that refer to the use of competitors' cost and price information is closely related to the performance of a product and/or service or the business as a whole.…”

Section: Value-based Pricingmentioning

confidence: 99%

Effects of market orientation, innovation strategies and value-based pricing on market performance

Toni

Reche²,

Milan

2021

IJPPM

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PurposeThis study aims to propose and test a theoretical model that contemplates antecedent constructs of organizational performance, as well as the interaction among them.Design/methodology/approachA survey was conducted with 151 Brazilian exclusive stores in the planned furniture segment. The data analysis was performed using two statistical techniques, focused on hierarchical regression and mediation and moderation tests.FindingsAmong the main results of the survey are the direct and significant effects of value-based pricing and innovation strategies and the indirect effect of market orientation on market performance. As for moderation, the authors identified that profitability moderates the relationship between value-based pricing and market performance, and the degree of sales projection moderates the relationship between market orientation and market performance.Originality/valueThe insertion of value-based pricing as a variable in quantitative analysis of market performance meets the lack of academic research. When the constructs are combined or interacted with each other, they have a stronger and more significant effect on performance. In addition, this work proposes two moderating variables that can interfere in the relationship between the analyzed constructs (profitability and sales projection). It was identified that the relationships between the constructs and that the orientation towards the market (despite not directly impacting market performance) interfere with the relationship based on mediation of variable innovation strategies and value-based pricing.

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Section: Value-based Pricingmentioning

confidence: 99%

Effects of market orientation, innovation strategies and value-based pricing on market performance

Toni

Reche²,

Milan

2021

IJPPM

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“…The limited use of external knowledge is also mentioned by Muscio (2007). Achterberg (2018) emphasizes the need for external information as a key prerequisite for successful pricing strategies for small and medium-sized enterprises (SMEs). Virglerová et al (2016) addressed the issues of financial risk management in SME segment in the Czech Republic.…”

Section: Literature Reviewmentioning

confidence: 99%

Information sharing in the context of business cooperation – as a source of competitive advantage

Myšková¹,

Kuběnka²

2019

Journal of International Studies

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One of the problems that SMEs are facing in the long run is lack of external information to assess opportunities and threats in their business environment. This is due to specific management system of SMEs, where management levels are merged, as stated in the article, and management often focuses only on addressing current issues and fails to adequately respond to changes in the business environment. One way of acquiring relevant information about the external environment is mutual information sharing in the context of SMEs cooperation or in cooperation with a large company. The conducted empirical research mapped the levels of management in one of the distribution networks in Czech Republic and focused on defining the areas that need information support, determining their significance from the point of view of participating companies, and their willingness to provide information. Outcomes have shown the need for external information for SMEs, but information sharing between SMEs focuses only on some areas-customerrelated information and information about existing competitors is preferred. From the viewpoint of the manufacturing company, it was found that the information provided by distributors helped to supplement data available to management of the company. So far, the issue of information sharing has been largely addressed at the supply chain level, so this empirical research of the entire sector of competing firms is unique and, stemming from Porter's Five Forces analysis and frequency analysis, brings in new information.

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“…Untuk menganalisis tantangan dan peluang, analisis eksternal sangat penting [3]. Analisis eksternal akan mengevaluasi kondisi makro dari Manova dengan menggunakan kerangka lingkungan umum (Pest Analysis) dan kondisi persaingan di industri yang akan dianalisis menggunakan teori Porter's Five Forces.…”

Section: Metodologi Penelitian 21 Landasan Teori Gambar 1 Kerangka Ko...unclassified

Implementasi Aplikasi Mobile Contactless Order oleh Start-Up Mahameru Innovation (Manova) pada Restoran dan Kafe

Nugroho

2021

Jur. Ris. Kom.

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The development of mobile applications is changing people's lifestyles. In their daily life, humans cannot be separated from the availability of gadgets. This opportunity has led many startups to develop mobile-based applications to provide practicality. Contactless Order will bring a new lifestyle for people in ordering food from restaurants when the pandemic is still hitting Indonesia. Contactless Order is believed to use the current system used in restaurants and cafes for ordering services. So that Manova must make a strategy to introduce Contactless Order to its potential customers and determine the market to enter. The conceptual framework of this research was built from analyzing environmental conditions (internal & external factors). External factors consist of an analysis of the industrial environment in which there is a political, economic, sociocultural, and technological environment (PEST) and an analysis of Porter's Five Forces to find out the opportunities and threats faced by Manova. Internal analysis consists of Manova's human resources, supply chain activities and core competencies of Manova's human resources to determine its strengths and weaknesses. After analyzing the industry environment, Manova can create a differentiation strategy that will make the ordering service different and more attractive from similar competitors. For the implementation of the Contactless Order, it is necessary to improve the condition of financial management, including the management of the financial system. Human resources include and increase the quantity of employees. Improvement of after-sales service improvement, and efficiency of operational activities. Improvements in marketing conditions include improving Manova's reputation, and building customer loyalty by providing the best quality service

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Facts or gut feelings: analysis of external pricing antecedents for SMEs in Germany

Cited by 9 publications

References 66 publications

Effects of market orientation, innovation strategies and value-based pricing on market performance

Effects of market orientation, innovation strategies and value-based pricing on market performance

Information sharing in the context of business cooperation – as a source of competitive advantage

Implementasi Aplikasi Mobile Contactless Order oleh Start-Up Mahameru Innovation (Manova) pada Restoran dan Kafe

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