Organizing for Pricing

OPEN ARCHIVE

Union Jack
Dannebrog

Organizing for Pricing

Show full item record

Title: Organizing for Pricing
Author: Jarmatz, Martin
Abstract: Pricing is the number one driver of profitability (Hinterhuber, 2004) and deserves greater attention from practitioners and academics (Kienzler & Kowalkowski, 2017; LaPlaca, 1997; Liozu, 2015). Research on pricing processes in business-to-business contexts is still underdeveloped (Leone, Robinson, Bragge, & Somervuori, 2012; Rao & Kartono, 2009). In line with authors, such as Homburg, Jensen, and Hahn (2012) and Liozu and Hinterhuber (2017), Carricano, Trinqueste and Mondejar (2010) particularly stress that there is a “continued lack of research providing sufficient detail to understand how companies organize for pricing” (p. 468). It is important to shed light on the phenomenon of organizing in terms of pricing to better understand firms’ internal pricing processes and how they arrive at prices, to eventually help firms to move towards smarter pricing and potentially higher profitability (Carricano et al., 2010; Liozu, 2015). Based on this foundation and motivation, this dissertation addresses the following research question: how do firms organize for pricing? For this purpose, an organizing perspective is applied. Rather than focusing on the static aspects of the pricing organization, it draws attention to the process of organizing. Hence, it is a process lens that acknowledges dynamic ways of understanding social phenomena in organizations (Langley & Tsoukas, 2010).
URI: http://hdl.handle.net/10398/9634
Date: 2018-06-12

Creative Commons License This work is licensed under a Creative Commons License.

Files Size Format View
Martin Jarmatz.pdf 2.919Mb PDF View/Open Phd-afhandling

This item appears in the following Collection(s)

Show full item record