Value-informed pricing in its organizational context: literature review, conceptual framework, and directions for future research

摘要: Purpose – In the face of increased pricing pressure, managerial attention for value‐informed (in which a price is based on customer's value perception) rise. Although in its organizational context received great deal attention, body literature fragmented and insights are often not cumulative. It aim this article to review integrate empirical practices order pave road future research.Design/methodology/approach Empirical studies collected reviewed. Building resource‐based view firm, findings from these summarized an integrative framework that includes testable research propositions.Findings Value‐informed result deployment informational resources such as market research, relationships internal knowledge customers. Firms should only develop information sources, but also secure process ...