Profiting When Customers Choose Value Over Price

Business Strategy Review

Value-based pricing is the overall best approach to pricing: It leads to superior profitability and it is aligned with customer needs; yet many obstacles need to be overcome. We sumarize these obstacles while offering compelling arguments for the implementation of value-based pricing.

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Publications

This framework highlights how decisions about purchase prices by customers and price setting decisions by managers consistently violate rational choice principles.
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HINTERHUBER & PARTNERS
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Austria

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