Zobrazeno 1 - 9
of 9
pro vyhledávání: '"Mario Kienzler"'
Value-based selling (VBS) has become an increasingly important selling practice in contemporary business-to-business (B2B) markets, but currently most VBS studies are limited to exploratory and descriptive case studies. Therefore, the purpose of this
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::057b883ca9b45feca092a555a7d4f841
http://urn.fi/URN:NBN:fi:jyu-202304192540
http://urn.fi/URN:NBN:fi:jyu-202304192540
Publikováno v:
Journal of Business Research. 133:231-241
How does the bounded rationality of managers affect pricing? We examine this under-researched question by examining how different psychological traits of managers relate to new product pricing practices and how these pricing practices, in turn, relat
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::ac46d4e689fc7c7e72355d89dca40820
https://doi.org/10.1016/j.jbusres.2021.04.076
https://doi.org/10.1016/j.jbusres.2021.04.076
Publikováno v:
Journal of Business Research. 132:403-415
Purchasing professionals arguably choose a price plan that leads to the lowest costs-all else being equal-for their companies when buying services. However, evidence suggests that they prefer flat rates, even where these are more expensive than pay-p
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::2de80ee47161fce8eb098ad5ca1b7966
https://doi.org/10.1016/j.jbusres.2021.04.024
https://doi.org/10.1016/j.jbusres.2021.04.024
Publikováno v:
Journal of Business Research. 115:70-84
Independent store managers—who constitute a substantial portion of the retailing sector—often have limited resources with which to practice the formalized, data-driven pricing processes prescribed in the literature. On that basis, this article ad
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::3ecc2fcd98f641338b6b6611b35e2583
https://doi.org/10.1016/j.jbusres.2020.04.027
https://doi.org/10.1016/j.jbusres.2020.04.027
What is the effect of seemingly impressive verbal financial assertions that are presented as true and meaningful but are actually meaningless; that is, financial pseudo-profound bullshit? We develop and validate a novel measurement scale to assess co
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::0810cc31aede3a332e7590a79a9382dd
http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-185584
http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-185584
Autor:
Mario Kienzler
Publikováno v:
Industrial Marketing Management. 68:86-94
To investigate how cognitive biases inhibit value-based pricing practices among managers in business markets, this article considers five different cognitive biases—perceived lack of control, herdi ...
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::b7b6392e716088d5be3f8931c105570c
https://doi.org/10.1016/j.indmarman.2017.09.028
https://doi.org/10.1016/j.indmarman.2017.09.028
Autor:
Mario Kienzler
Publikováno v:
Journal of Product & Brand Management. 26:771-784
Purpose While marketing and management research suggests that managers’ individual characteristics influence pricing decisions, the influence of personality traits in this context remains unclear. This study aims to explore the relationship between
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::69d3f8ad545a707d4f7dcf1075e6e034
https://doi.org/10.1108/jpbm-11-2016-1352
https://doi.org/10.1108/jpbm-11-2016-1352
Autor:
Christian Kowalkowski, Mario Kienzler
Publikováno v:
Journal of Business Research. 78:101-110
This article investigates the development and current state of pricing strategy research by undertaking a content analysis of 515 articles published in leading academic journals between 1995 and 2016. The results suggest several developments in resea
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::f60987213c13f40d1de95f289f7161cb
https://doi.org/10.1016/j.jbusres.2017.05.005
https://doi.org/10.1016/j.jbusres.2017.05.005
Autor:
Mario Kienzler
Enabling customer value creation is central to marketing theory and practice. Yet, doing so does not ensure that supplier firms profit from it. Value-based pricing and selling come with the prospect of translating customer value creation into greater
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::833723ea228f50334b2aecf138e1e473
http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-148881
http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-148881