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dc.contributor.authorIngenbleek, P.
dc.contributor.authorDebruyne, Marion
dc.contributor.authorFrambach, Ruud
dc.contributor.authorVerhallen, T.M.M.
dc.date.accessioned2017-12-02T14:17:34Z
dc.date.available2017-12-02T14:17:34Z
dc.date.issued2003
dc.identifier.doi10.1023/B:MARK.0000012473.92160.3d
dc.identifier.urihttp://hdl.handle.net/20.500.12127/1698
dc.description.abstractThe purpose of this study is to examine the success of new product pricing practices and the conditions upon which success is contingent. We distinguish three different pricing practices that refer to the use of information on customer value, competition, and costs respectively. Following Monroe's (1990) price discretion, we argue that the success of these practices is contingent on relative product advantage and competitive intensity. The hypotheses are tested on pricing decisions for new industrial products. Our results show that there are no general “best” or “bad” practices, but that a contingency approach is appropriate. These results may help reduce the complexity that managers experience in pricing new products.
dc.language.isonl
dc.subjectPricing
dc.subjectNew Product Development
dc.subjectCompetitive Strategy
dc.titleSuccessful New product pricing practices: A contingency approach
dc.identifier.journalMarketing Letters
dc.source.volume14
dc.source.issue4
dc.source.beginpage289
dc.source.endpage305
vlerick.typearticleVlerick strategic journal article
vlerick.vlerickdepartmentMKT
dc.identifier.vperid35860
dc.identifier.vperid42901
dc.identifier.vperid140769
dc.identifier.vperid141322
dc.identifier.vpubid1928


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