Configurational theory and practices of firms employing multiple pricing policies: assessing effective and ineffective pricing recipes in multiple firm contexts

Stephan M. Liozu (), Sven Feurer (), Andreas Hinterhuber () and Arch Woodside ()
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Stephan M. Liozu: Case Western Reserve University
Sven Feurer: Karlsruhe Institute of Technology (KIT)
Andreas Hinterhuber: Università Ca Foscari
Arch Woodside: Yonsei University

Journal of Revenue and Pricing Management, 2021, vol. 20, issue 4, No 5, 420-435

Abstract: Abstract This study examines the presence and impact of complex alternative organizational configurations of pricing on firm performance. The dataset is from a survey of company owners and company CEOs, of which a subsample was used previously and analyzed with multiple regression analysis. Analyzing an enlarged dataset that includes new data using fuzzy-set qualitative comparative analysis (fsQCA) supports the perspective that multiple price policy paths are identifiable for indicating high performance for different firm operational contexts. By applying the perspective of complex interdependences of specific pricing activities and specific organizational configurations related to pricing, this study offers a nuanced contribution to marketing theory. To practicing managers, this study offers guidance for adopting specific configurations of pricing policies in specific contexts for achieving high firm performance as well as guidance on which configurations indicate negative firm performance outcomes.

Keywords: Championing; Capabilities; Collective mindfulness; Pricing; Firm performance (search for similar items in EconPapers)
Date: 2021
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DOI: 10.1057/s41272-021-00306-1

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