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

Liozu, Stephan; Feurer, Sven; Hinterhuber, Andreas; Woodside, Arch (2021). Configurational theory and practices of firms employing multiple pricing policies: assessing effective and ineffective pricing recipes in multiple firm contexts Journal of Revenue and Pricing Management, 20(4), pp. 420-435. Springer 10.1057/s41272-021-00306-1

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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.

Item Type:	Journal Article (Original Article)
Division/Institute:	Business School > Business Foundations and Methods Business School > Institute for Marketing & Global Management > Marketing Business School
Name:	Liozu, Stephan; Feurer, Sven; Hinterhuber, Andreas and Woodside, Arch
Subjects:	H Social Sciences > H Social Sciences (General)
Publisher:	Springer
Submitter:	Sven Feurer
Date Deposited:	02 Aug 2021 13:44
Last Modified:	21 Sep 2021 02:18
Publisher DOI:	10.1057/s41272-021-00306-1
Uncontrolled Keywords:	Championing, Capabilities, Collective mindfulness, Pricing, Firm performance
ARBOR DOI:	10.24451/arbor.15140
URI:	https://arbor.bfh.ch/id/eprint/15140