Value Based Pricing


Technique Overview

Value Based Pricing Definition

“Customer value-based pricing approaches use the value that a product or service delivers to a predefined segment of customers as the main factor for setting prices” (Hinterhuber, 2008).

Value Based Pricing Description *

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Business Evidence

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Business Application

Value Based Pricing Implementation *

Success Factors of Value Based Pricing *

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Professional Tools

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Further Reading

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Value Based Pricing References (4 of up to 20) *

  • Bertini, M. and Gourville, J. T. (2012) Pricing to Create Shared Value, Harvard Business Review, June.
  • CIPS (2010) What's in a Price?, CIPS, Australia.
  • Hinterhuber, A. (2008) Customer Value-based Pricing Strategies: Why Companies Resist, Journal of Business Strategy, Vol. 29 (4), pp. 41-50.
  • Hinterhuber, A. and Liozu, S. (2012) Is It Time to Rethink Your Pricing Strategy?, Sloan Management Review, June.

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