Zobrazeno 1 - 10
of 28
pro vyhledávání: '"value selling"'
Autor:
Ebinger, Dominik
Previous studies of this OSF project show that switching from CBP (cost-based pricing) to VBP (value-based pricing) can be perceived as unfair. This can be explained by the fact that a change to VBP corresponds to a violation of the predominant price
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::a472975ec179c1e0b147b4b361165ca5
Autor:
Ebinger, Dominik
Previous studies of this OSF project show that switching from CBP (cost-based pricing) to VBP (value-based pricing) can be perceived as unfair. This can be explained by the fact that a change to VBP corresponds to a violation of the predominant price
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::5cb38980871223e8d325e295614c95e9
Autor:
Ebinger, Dominik
In an earlier study*, we provide evidence that VBP is not always less fair than CBP and that consistency with the pricing norm is a central antecedent of procedural price fairness (in B2B). Building on the fair process effect (van den Bos et al. 1997
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::ae625ffeab03de1b2767e52d3a235fe6
Autor:
Ebinger, Dominik
With the results of study 2 of this OSF project, we reveal that VBP is not always less fair than CBP and that consistency with the pricing norm is a central antecedent of procedural price fairness (in B2B). The results of study 3 confirm the hypothes
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::3db09b674fb666a11b8fce22a33fa3b7
Autor:
Ebinger, Dominik
The described experiment will be conducted online and addresses the overarching question of a customer’s willingness to share knowledge with a supplier in a B2B selling situation. More precisely we examine how a supplier’s monetization intention
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::9f0cd7a7a406b3f055b31c8713d4f100
Autor:
Ebinger, Dominik
Previous studies of this OSF project show that switching from CBP (cost-based pricing) to VBP (value-based pricing) can be perceived as unfair. This can be explained by the fact that a change to VBP corresponds to a violation of the predominant price
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::802e550237825adedd155e61ec638955
Autor:
Ebinger, Dominik
“Industrial buyers tend to perceive cost or market-based prices as fair and value-based sharing of the value may sometimes be perceived as unfair and greedy” (Töytäri et al. 2017, p. 238). This study aims to confirm the prevailing view that val
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::44bf72905d7e95b0932ec16f2b88ad9a
Autor:
Ebinger, Dominik
“Industrial buyers tend to perceive cost or market-based prices as fair and value-based sharing of the value may sometimes be perceived as unfair and greedy” (Töytäri et al. 2017, p. 238). This study wants to question whether value-based pricin
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::4278f596735483b537707323388fd268
Autor:
Ebinger, Dominik
The described experiment will be conducted online and addresses the overarching question of a customer’s willingness to share knowledge with a supplier in a B2B selling situation. More precisely we examine how a supplier’s monetization intention
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::84ba22a944d4c0c63a24e0dfebec5e41
Autor:
Ebinger, Dominik
The described experiment will be conducted in a social science lab (KD²Lab in Karlsruhe) on computers with students. The experiment intends to test our conceptualization of value evidence and how supplier status influences the importance of the two
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::d529e4029847fe1bdfcf44449920719a