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The Price Advantage
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The Price Advantage (2004)The Price AdvantageMultichannel Strategies for Managing the Profitability of Business-to-Business Customers (2019)Multichannel Strategies for M…Investors' evaluations of price-increase preannouncements (2018)Investors' evaluations of pri…The role of leadership in salespeople’s price negotiation behavior (2017)The role of leadership in sal…Organizing for value appropriation: Configurations and performance outcomes of price management (2016)Organizing for value appropri…Violations of rational choice principles in pricing decisions (2015)Violations of rational choice…Value assessment and pricing capabilities—how to profit from value (2015)Value assessment and pricing …Examining the application of behavioral price research in business-to-business markets (2015)Examining the application of …Why Do Salespeople Spend So Much Time Lobbying for Low Prices? (2014)Why Do Salespeople Spend So M…How to differentiate by price: Proposal for a five-dimensional model (2012)How to differentiate by price…The price is right? Guidelines for pricing to enhance profitability (2011)The price is right? Guideline…Consumer perceptions of monetary and non-monetary introductory promotions for new products (2011)Consumer perceptions of monet…Preismanagement: Eine prozessorientierte Perspektive (2009)Preismanagement: Eine prozess…Plaiting pricing into product categories and corporate objectives (2009)Plaiting pricing into product…An effective pricing framework in a competitive industry: Management processes and implementation guidelines (2009)An effective pricing framewor…A taxonomy of information technology-enhanced pricing strategies (2007)A taxonomy of information tec…Methoden zur Messung individueller Zahlungsbereitschaften: Ein Überblick zum State of the Art (2006)Methoden zur Messung individu…Die Betriebswirtschaft (1953)Using surveys to value public goods: the contingent valuation method (1989)The Handbook of experimental economics (1995)Empirische Untersuchung zur Messung der Preiswahrnehmung mittels Pricesensitivity-Meter (2009)Prospect Theory: An Analysis of Decision under Risk (1979)Prospect theory: An analysis of decision under risk (1988)Exploring the Gap Between Consumers’ Green Rhetoric and Purchasing Behaviour (2014)Service recovery for moderate and high involvement services (2015)Diffusion of Innovations 1 (2019)How rational thinking style affects sales promotion effectiveness (2019)Thinking, Fast and Slow (2011)Partitioned pricing, price fairness perceptions, and the moderating effects of brand relationships in SME business markets (2016)Value-based pricing and cognitive biases: An overview for business markets (2017)Organizational Resilience to Supply Chain Risks During the COVID‐19 Pandemic (2022)Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence (1988)The six pricing myths that kill profits (2015)Are organizational buyers rational? Using price heuristics in functional risk judgment (2019)Value co-creation in B-to-B environments (2020)The Discovery of Grounded Theory; Strategies for Qualitative Research (1968)THE DISCOVERY OF GROUNDED THEORY: STRATEGIES FOR QUALITATIVE RESEARCH. By Barney G. Glaser and Anselm L. Strauss. Chicago: Aldine Publishing Company, 1967. 271 pp. $6.75 (1968)On the Effect of Digital Frontstores on Transforming Business Models - Concept and Use-case from the Consulting Industry (2016)Dynamic and static pricing in open-book accounting (2017)Pricing Research: State of the Art and Future Opportunities (2021)A Simple Model of Herd Behavior (1992)Brand signal quality of products in an asymmetric online information environment: An experimental study (2011)TO BID OR NOT TO BID: DRIVERS OF BIDDING BEHAVIOR IN ELECTRONIC REVERSE AUCTIONS (2011)Understanding workplace meetings (2014)From value chain to value constellation: designing interactive strategy. (1993)Remembering versus Knowing: Issues in Buyers' Processing of Price Information (1999)Pricing of Conspicuous Goods: A Competitive Analysis of Social Effects (2005)Frequency effects on predictability of stock returns (2014)Gamifying the digital shopping experience: games without monetary participation incentives increase customer satisfaction and loyalty (2020)The Role of Resource Consumption Accounting in Achieving Competitive Prices and Sustainable Profitability (2022)The Dark Side of Internal Capital Markets: Divisional Rent‐Seeking and Inefficient Investment (2000)The Theory of Incentives: The Principal-Agent Model (2001)The Theory of Incentives (2002)Don't ask, don't tell: Sharing revenues with a dishonest retailer (2015)Deadlines in Product Development (2016)Salesperson Dual Agency in Price Negotiations (2020)Self-efficacy: Toward a unifying theory of behavioral change. (1977)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Self-Efficacy: The Exercise of Control (1999)Extrinsic Rewards, Intrinsic Motivation, and New Product Development Performance (2020)Studying the antecedents and outcome of social media use by salespeople using a MOA framework (2020)The future of buyer–seller interactions: a conceptual framework and research agenda (2021)Economic Action and Social Structure: The Problem of Embeddedness (1985)Organizational Information Requirements, Media Richness and Structural Design (1986)Econometric Analysis of Cross Section and Panel Data (2001)Understanding the Impact of Relationship Disruptions (2019)The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs (2020)From personal to online selling: How relational selling shapes salespeople’s promotion of e-commerce channels (2021)
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  • 2006Methoden zur Messung individueller Zahlungsbereitschaften: Ein Überblick zum State of the Art60 cited
  • 2017The role of leadership in salespeople’s price negotiation behavior56 cited
  • 2015Violations of rational choice principles in pricing decisions55 cited
  • 2011Consumer perceptions of monetary and non-monetary introductory promotions for new products51 cited
  • 2019Multichannel Strategies for Managing the Profitability of Business-to-Business Customers51 cited
  • 2012How to differentiate by price: Proposal for a five-dimensional model50 cited
  • 2011The price is right? Guidelines for pricing to enhance profitability43 cited
  • 2015Examining the application of behavioral price research in business-to-business markets39 cited
  • 2014Why Do Salespeople Spend So Much Time Lobbying for Low Prices?39 cited
  • 2007A taxonomy of information technology-enhanced pricing strategies38 cited
  • 2016Organizing for value appropriation: Configurations and performance outcomes of price management34 cited
  • 2015Value assessment and pricing capabilities—how to profit from value30 cited
  • 2018Investors' evaluations of price-increase preannouncements30 cited
  • 2009Preismanagement: Eine prozessorientierte Perspektive

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13 cited
  • 2009Plaiting pricing into product categories and corporate objectives13 cited
  • 2009An effective pricing framework in a competitive industry: Management processes and implementation guidelines12 cited