Partitioned pricing: review of the literature and directions for further research
Johannes Voester (),
Bjoern Ivens () and
Alexander Leischnig ()
Additional contact information
Johannes Voester: Simon-Kucher & Partners, Strategy & Marketing Consultants
Bjoern Ivens: University of Bamberg
Alexander Leischnig: University of Bamberg
Review of Managerial Science, 2017, vol. 11, issue 4, 879-931
Abstract Partitioned pricing (PP) has received increased attention in both managerial practice and academic literature. The fragmented nature of existing research, terminological and conceptual inconsistencies, and ambiguous findings regarding performance implications of PP underscore the need for an organization of the PP literature. This article provides four major contributions to the literature. First, it develops a new definition of PP based on a critical evaluation of the current body of literature and an analysis of key characteristics of the concept. Second, this article discusses the primary theoretical perspectives used to explain PP, which provides insights into the theoretical foundation of the concept and impetus for future studies on PP. Third, this article presents a review of the state-of-the-art in research on PP and provides managers with guidelines about when and how to apply this pricing tactic. Finally, this article identifies overarching limitations of prior PP research and outlines avenues for further research.
Keywords: Partitioned pricing; Price partitioning; Surcharge; Behavioral pricing; Systematic review (search for similar items in EconPapers)
JEL-codes: L11 M00 M30 M31 (search for similar items in EconPapers)
References: View references in EconPapers View complete reference list from CitEc
Citations: Track citations by RSS feed
Downloads: (external link)
http://link.springer.com/10.1007/s11846-016-0208-x Abstract (text/html)
Access to the full text of the articles in this series is restricted.
This item may be available elsewhere in EconPapers: Search for items with the same title.
Export reference: BibTeX
RIS (EndNote, ProCite, RefMan)
Persistent link: https://EconPapers.repec.org/RePEc:spr:rvmgts:v:11:y:2017:i:4:d:10.1007_s11846-016-0208-x
Ordering information: This journal article can be ordered from
Access Statistics for this article
Review of Managerial Science is currently edited by R. Ewert and W. Kürsten
More articles in Review of Managerial Science from Springer
Bibliographic data for series maintained by Sonal Shukla ().