Configurational theory and practices of firms employing multiple pricing policies: assessing effective and ineffective pricing recipes in multiple firm contexts

This study examines the presence and impact of complex alternative organizational configurations of pricing on firm performance. The dataset is from a survey of company owners and company CEOs, of which a subsample was used previously and analyzed with multiple regression analysis. Analyzing an enla...

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Bibliographic Details
Published in:Journal of revenue and pricing management 2021-08, Vol.20 (4), p.420-435
Main Authors: Liozu, Stephan M., Feurer, Sven, Hinterhuber, Andreas, Woodside, Arch
Format: Article
Language:English
Subjects:
Business and Management
Organizational structure
Pricing policies
Regression analysis
Research Article
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Summary:This study examines the presence and impact of complex alternative organizational configurations of pricing on firm performance. The dataset is from a survey of company owners and company CEOs, of which a subsample was used previously and analyzed with multiple regression analysis. Analyzing an enlarged dataset that includes new data using fuzzy-set qualitative comparative analysis (fsQCA) supports the perspective that multiple price policy paths are identifiable for indicating high performance for different firm operational contexts. By applying the perspective of complex interdependences of specific pricing activities and specific organizational configurations related to pricing, this study offers a nuanced contribution to marketing theory. To practicing managers, this study offers guidance for adopting specific configurations of pricing policies in specific contexts for achieving high firm performance as well as guidance on which configurations indicate negative firm performance outcomes.
ISSN:1476-6930
1477-657X
DOI:10.1057/s41272-021-00306-1