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Barriers to implementing value-based pricing in industrial markets: A micro-foundations perspective
16 references·12 citing·38 second hop
Barriers to implementing value-based pricing in industrial markets: A micro-foundations perspective (2017)Barriers to implementing value-based pric…Basics of Qualitative Research: Techniques and Procedures for Developing Grounded Theory (2010)Basics of Qualitative Researc…Theory Building From Cases: Opportunities And Challenges (2007)Theory Building From Cases: O…Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance (2007)Explicating dynamic capabilit…Paradigmatic Controversies, Contradictions, and Emerging Confluences. (2005)Paradigmatic Controversies, C…Firm resources and sustained competitive advantage (2004)Firm resources and sustained …Understanding dynamic capabilities (2003)Understanding dynamic capabil…Handbook of qualitative research (2000)Handbook of qualitative resea…Self-Efficacy: The Exercise of Control (1999)Self-Efficacy: The Exercise o…Basics of qualitative research : techniques and procedures for developing grounded theory (1998)Basics of qualitative researc…Strategic Brand Management: Building, Measuring, and Managing Brand Equity (1997)Strategic Brand Management: B…Self-efficacy: the exercise of control (1997)Self-efficacy: the exercise o…Interpreting Qualitative Data Methods for Analysing Talk, Text and Interaction (1997)Interpreting Qualitative Data…Dynamic capabilities and strategic management (1997)Dynamic capabilities and stra…Managing Legitimacy: Strategic and Institutional Approaches (1995)Managing Legitimacy: Strategi…Firm Resources and Sustained Competitive Advantage (1991)Firm Resources and Sustained …An Evolutionary Theory of Economic Change. (1983)An Evolutionary Theory of Eco…Advancing value-based selling research in B2B markets: A theoretical toolbox and research agenda (2023)Advancing value-based selling…What drives the implementation of customer success management? Antecedents of customer success management from suppliers' and customers' perspectives (2022)What drives the implementatio…Value-capture in digital servitization (2022)Value-capture in digital serv…Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value (2022)Engaging the sales force in d…Pricing in online fashion retailing: implications for research and practice (2021)Pricing in online fashion ret…Perception of value delivered in digital servitization (2021)Perception of value delivered…New product pricing in business markets: The role of psychological traits (2021)New product pricing in busine…Opportunities for value-based selling in an economic crisis: Managerial insights from a firm boundary theory (2020)Opportunities for value-based…Value-Based Marketing and Sales of Industrial Services: A systematic literature review in the age of digital technologies (2019)Value-Based Marketing and Sal…Value champions in business markets: Four role configurations (2019)Value champions in business m…Opportunities for ethnographic methodologies in B2B service research (2019)Opportunities for ethnographi…Value-based pricing and cognitive biases: An overview for business markets (2017)Value-based pricing and cogni…Researching Lived Experience: Human Science for an Action Sensitive Pedagogy (1990)Narrative Inquiry: Experience and Story in Qualitative Research (1999)Using thematic analysis in psychology (2006)Document Analysis as a Qualitative Research Method (2009)Seeking Qualitative Rigor in Inductive Research (2012)A resource‐based view of the firm (1984)The cornerstones of competitive advantage: A resource‐based view (1993)The Theory of the Growth of the Firm (1995)Social Capital, Intellectual Capital, and the Organizational Advantage (1998)Dynamic capabilities: what are they? (2000)The Theory of Economic Development (2003)The Nature of the Firm (1937)Absorptive Capacity: A Review, Reconceptualization, and Extension (2002)Institutionalized Organizations: Formal Structure as Myth and Ceremony (1977)The Iron Cage Revisited: Institutional Isomorphism and Collective Rationality in Organizational Fields (1983)Toward a Theory of Stakeholder Identification and Salience: Defining the Principle of who and What Really Counts (1997)WHY COMPANIES GO GREEN: A MODEL OF ECOLOGICAL RESPONSIVENESS. (2000)The iron cage revisited institutional isomorphism and collective rationality in organizational fields (2004)Modes of Network Governance: Structure, Management, and Effectiveness (2007)The Discovery of Grounded Theory; Strategies for Qualitative Research (1968)The Discovery of Grounded Theory: Strategies for Qualitative Research. (1968)Case Study Research: Design and Methods (1991)Socioemotional Wealth in Family Firms (2012)Process Studies of Change in Organization and Management: Unveiling Temporality, Activity, and Flow (2013)Building dynamic capabilities for digital transformation: An ongoing process of strategic renewal (2018)Prospect Theory: An Analysis of Decision under Risk (1979)Prospect theory: An analysis of decision under risk (1988)Business Models, Business Strategy and Innovation (2009)The Business Model: Recent Developments and Future Research (2011)Understanding digital transformation: A review and a research agenda (2019)Asset Stock Accumulation and Sustainability of Competitive Advantage (1989)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)Efficacy of the Theory of Planned Behaviour: A meta‐analytic review (2001)Social Cognitive Theory: An Agentic Perspective (2001)Absorptive Capacity: A New Perspective on Learning and Innovation (1990)The Emerging Field of Emotion Regulation: An Integrative Review (1998)Expectancy–Value Theory of Achievement Motivation (2000)Building a practically useful theory of goal setting and task motivation: A 35-year odyssey. (2002)
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References

  • 1991Firm Resources and Sustained Competitive Advantage48,209 cited
  • 1999Self-Efficacy: The Exercise of Control46,779 cited
  • 1998Basics of qualitative research : techniques and procedures for developing grounded theory38,622 cited
  • 2004Firm resources and sustained competitive advantage38,157 cited
  • 1997Dynamic capabilities and strategic management34,723 cited
  • 1997Self-efficacy: the exercise of control24,284 cited
  • 1983An Evolutionary Theory of Economic Change.21,368 cited
  • 1995Managing Legitimacy: Strategic and Institutional Approaches19,858 cited
  • 2007Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance16,758 cited
  • 2007Theory Building From Cases: Opportunities And Challenges16,654 cited
  • 2010Basics of Qualitative Research: Techniques and Procedures for Developing Grounded Theory8,310 cited
  • 2000Handbook of qualitative research7,052 cited
  • 1997Interpreting Qualitative Data Methods for Analysing Talk, Text and Interaction6,866 cited
  • 2005Paradigmatic Controversies, Contradictions, and Emerging Confluences.6,720 cited
  • 2003Understanding dynamic capabilities5,311 cited

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  • 1997Strategic Brand Management: Building, Measuring, and Managing Brand Equity4,788 cited
  • Cited by

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    • 2020Opportunities for value-based selling in an economic crisis: Managerial insights from a firm boundary theory36 cited
    • 2022What drives the implementation of customer success management? Antecedents of customer success management from suppliers' and customers' perspectives36 cited
    • 2023Advancing value-based selling research in B2B markets: A theoretical toolbox and research agenda35 cited
    • 2019Value-Based Marketing and Sales of Industrial Services: A systematic literature review in the age of digital technologies31 cited
    • 2021Perception of value delivered in digital servitization27 cited
    • 2022Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value27 cited
    • 2019Value champions in business markets: Four role configurations27 cited
    • 2019Opportunities for ethnographic methodologies in B2B service research21 cited
    • 2021Pricing in online fashion retailing: implications for research and practice14 cited
    • 2021New product pricing in business markets: The role of psychological traits13 cited