Retail Pricing – Higher Profits Through Improved Pricing Processes

Simon, Hermann; Gathen, Andreas von der; Daus, Philip W.

doi:10.1007/978-3-540-72003-4_20

Retailing in the 21st Century 2009

DOI: 10.1007/978-3-540-72003-4_20

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Retail Pricing – Higher Profits Through Improved Pricing Processes

Hermann Simon¹,

Andreas von der Gathen²,

Philip W. Daus³

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Cited by 2 publications

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“Passivity”: a model of grocery retail price decision-making practice

Watson

Wood

Fernie

2015

European Journal of Marketing

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Purpose -This paper explores the applied context of grocery retail pricing practice to understand how pricing executives approach 'regular price' decision-making (as opposed to promotional pricing). The study seeks to inductively develop a model of regular price decision-making in grocery retailing.Methodology -The research employs an inductive methodology involving interviews with pricing executives working for grocery retailers that account for approximately 85% of UK, and 64% of US, grocery market retail sales. Our approach is appropriate given the underdeveloped research insights into regular pricing within food retailers.Findings -We find that regular pricing is undertaken with little sophistication; typically on the basis of simple, inflexible rules that result in conflicting goals. We identify a typology of three pricing roles, though all share an underdeveloped understanding of the effects of price changes on customer demand and the implications of competitor reactions. These contexts, causes and conditions lead to a range of consequences; notably a degree of pricing inertia, 'customer-less' pricing, and 'enforced symbiosis' -coping outcomes. Taken together we identify a theory of "passivity" pricing.Originality/value -The research presents a contribution to new knowledge in the field of retail marketing by developing theory in retail pricing. In contrast to much extant research on grocery pricing, this paper accesses the insights and opinions of the pricing executives themselves. It exposes the realities of regular price decision-making across two developed retail markets and offers managerial insights.

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“Passivity”: a model of grocery retail price decision-making practice

Watson

Wood

Fernie

2015

European Journal of Marketing

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Evaluating Factors Motivate Users on Green IT Readiness (Part 2)

Alsultanny

Alnassar

2017

International Journal of Green Computing

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Due to the advancement of information and communications technology, most of the businesses and services have transformed into an e-businesses and e-services. The organizations are facing a great deal of pressure from regulators to move toward green IT. The aim of this article is to evaluate the factors affecting on green IT readiness from the perspective of IT users, a questionnaire designed for this purpose. The questionnaire divided into two parts, the first part for demographics information, and the second part contains 34 statements divided into 6 factors. There are 460 respondents to the questionnaire. The results of the data analysis showed that the factors, technology and attitude have an agreed degree of agreement, while the practice, policy, governance, and green IT readiness have a neutral degree of agreement. The governance factor has the highest effect on green IT readiness. The article recommends the ministries of electricity must be increasing the awareness for green IT as part of their awareness for power consumption saving.

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Retail Pricing – Higher Profits Through Improved Pricing Processes

Cited by 2 publications

References 7 publications

“Passivity”: a model of grocery retail price decision-making practice

“Passivity”: a model of grocery retail price decision-making practice

Evaluating Factors Motivate Users on Green IT Readiness (Part 2)

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