Market-based pricing: Beyond price-performance curves

Kijewski, Valerie; Yoon, Eunsang

doi:10.1016/0019-8501(90)90023-o

Cited by 18 publications

(8 citation statements)

References 19 publications

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“…Pricing is one of the most central issues in marketing (Monroe, ); justifiably, since, for the consumer, it represents the economic sacrifice necessary to obtain desired experiences and objects (Lichtenstein, Ridgway, & Netemeyer, ) and, for the firm, it is “one of the most critical and difficult decisions facing managers” (Kijewski & Yoong, , p. 11). The challenges around pricing are especially pronounced when the manager's decision involves raising prices since consumers tend to be particularly sensitive to prices going up (vs. down; Kalyanaram & Winer, ).…”

mentioning

confidence: 99%

Now or Never: Perceptions of Uniqueness Induce Acceptance of Price Increases for Experiences More Than for Objects

Bastos

2019

J Consum Psychol

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Seven studies test and support the prediction that consumers are more willing to accept a price increase for an experiential versus a material purchase; an effect explained by the greater uniqueness of experiences. Critically, the uniqueness model advanced here is found to be independent of the happiness consumers derive from the purchase. To gain a deeper understanding of the uniqueness mechanism, this investigation then advances and tests a four‐facet framework of uniqueness (unique opportunity, unique purchase, unique identity, and counterconformity). Together, the findings converge on the conclusion that consumers perceive the opportunity to have a particular experience (vs. object) as more unique, and this unique opportunity increases their willingness to accept a price increase. Overall, this work extends the experiential versus material purchases literature into a new domain—that of pricing; identifies the dimension—uniqueness—and its precise facet responsible for the effect—unique opportunity; and demonstrates that this model unfolds in a pattern distinct from the oft researched model centered on consumer happiness. Theoretical and practical implications are discussed.

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confidence: 99%

Now or Never: Perceptions of Uniqueness Induce Acceptance of Price Increases for Experiences More Than for Objects

Bastos

2019

J Consum Psychol

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“…Respondents were asked to rate the importance of the collection of each type of information prior to making export pricing decisions (1-not at all important; 5-extremely important). Twelve items reflected different pricing objectives that exporters may pursue (e.g., Abratt & Pitt, 1985;Diamantopoulos, 1991;Kijewski & Yoon, 1990;Oxenfeldt, 1983;Samiee, 1987;Shipley, 1981). We asked respondents to indicate the importance of each pricing objective in their export pricing practice (1-not at all important; 5-extremely important).…”

Section: Variables Reflecting the Content Of The Export Price Decisiomentioning

confidence: 99%

Exploring the role of relationship pricing in industrial export settings: Empirical evidence from the UK

Argouslidis

Indounas

2010

Industrial Marketing Management

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“…This paper tries to use the market-based pricing approach 15 and connect the product performance to the product value. 16 Hence, the objective of this study is to assess the monetary value of fibres to be used for reinforcement in composites by the relation of price and certain properties of fibres that are already in use.…”

Section: Problem Description and Objectivementioning

confidence: 99%

Valuation of technical fibres in composite applications – A non-linear regression-based approach

Ledl

Koch

Hesser

et al. 2014

Journal of Reinforced Plastics and Composites

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Fibre-reinforced composites are an important field of composite research and are used in an enormous range of applications from special high-tech applications such as aeronautics to consumer goods such as sporting goods. The objective of this study is to assess the monetary value of fibres to be used for reinforcement in composites by the relation of price and certain fibre properties. To model this, relationship data from different types of technical fibres were used. An economic approach is used to identify the determinants of fibre value. In total, four regression models were calculated. The models give an impression of the impact of the explanatory variables. This work shows that the evaluation of the economic value of a reinforcement fibre by technical properties is feasible.

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Market-based pricing: Beyond price-performance curves

Cited by 18 publications

References 19 publications

Now or Never: Perceptions of Uniqueness Induce Acceptance of Price Increases for Experiences More Than for Objects

Now or Never: Perceptions of Uniqueness Induce Acceptance of Price Increases for Experiences More Than for Objects

Exploring the role of relationship pricing in industrial export settings: Empirical evidence from the UK

Valuation of technical fibres in composite applications – A non-linear regression-based approach

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