Value-based pricing meets twenty-first century procurement

Christopher D. Provines ()
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Christopher D. Provines: Value Vantage Partners

Journal of Revenue and Pricing Management, 2017, vol. 16, issue 1, No 2, 4-17

Abstract: Abstract Fierce global competition and the growth of low-cost competitors are causing suppliers in many business and industrial markets to differentiate themselves through value-based strategies. At the same time, procurement organizations in many businesses are assuming a more pivotal role in supplier management and buying decisions. Little research, however, has been carried out to consider how sellers’ value-based pricing is impacted by buyers’ procurement goals and strategies. It is the aim of this article to review and integrate the empirical literature on value-based pricing and modern procurement strategies and goals in order to construct a conceptual framework for pricing practitioners and questions for future research.

Keywords: pricing strategy; value-based pricing; value-based selling; procurement; negotiations (search for similar items in EconPapers)
Date: 2017
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Citations: View citations in EconPapers (2)

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DOI: 10.1057/s41272-017-0080-6

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