The role of value-informed pricing in market-oriented product innovation management

Journal of Product Innovation Management

Volumn 27, Issue 7, 2010, Pages 1032-1046

  Ingenbleek, Paul T M ^a   Frambach, Ruud T ^b   Verhallen, Theo M M ^c  

^a WAGENINGEN UNIVERSITY   (Netherlands)

^b VU University   (Netherlands)

^c TILBURG UNIVERSITY   (Netherlands)

Author keywords

[No Author keywords available]

Indexed keywords

CONCEPTUAL MODEL; CROSS-SECTIONAL SAMPLE; CUSTOMER ORIENTATION; CUSTOMER VALUES; DECISION MAKERS; DECISION MAKING PROCESS; INTER-FUNCTIONAL COORDINATION; MARKET ORIENTATION; MEDIATING EFFECT; NEW PRODUCT; NEW PRODUCT DEVELOPMENT PROCESS; NEW PRODUCT PERFORMANCE; NEW PRODUCT SUCCESS; POSITIVE EFFECTS; PRICING PRACTICES; PRODUCT INNOVATION; STRUCTURAL EQUATIONS MODELING;

COMMERCE; CUSTOMER SATISFACTION; DECISION MAKING; INDUSTRY; INNOVATION; PRODUCT DEVELOPMENT; PROFITABILITY; SALES;

COSTS;

EID: 78349288039     PISSN: 07376782     EISSN: 15405885     Source Type: Journal    
DOI: 10.1111/j.1540-5885.2010.00769.x     Document Type: Conference Paper

References (69)

1. Anderson, J.C., (1987). An Approach for Confirmatory Measurement and Structural Equation Modeling of Organizational Properties. Management Science 33: 525 - 541 (April).
2. Anderson, J.C., and, Narus, J.A., (1999). Business Market Management: Understanding, Creating, and Delivering Value. Upper Saddle River, NJ: Prentice Hall.
3. Anderson, J.C., Thomson, J.B.L., and, Wynstra, F., (2000). Combining Value and Price to Make Purchase Decisions in Business Markets. International Journal of Research in Marketing 17: 307 - 329.
4. Armstrong, J.S., and, Collopy, F., (1996). Competitor Orientation: Effects of Objectives and Information on Managerial Decisions and Profitability. Journal of Marketing Research 33: 188 - 199 (May).
5. Armstrong, J.S., and, Overton, T., (1977). Estimating Nonresponse Bias in Mail Surveys. Journal of Marketing Research 14: 396 - 402 (August).
6. Atuahene-Gima, K., (1996). Market Orientation and Innovation. Journal of Business Research 35: 93 - 103.
7. Atuahene-Gima, K., Slater, S.F., and, Olson, E.M., (2005). The Contingent Value of Responsive and Proactive Market Orientations for New Product Program Performance. Journal of Product Innovation Management 22: 464 - 482.
8. Bagozzi, R.P., and, Philips, L.W., (1982). Representing and Testing Organizational Theories: A Holistic Construal. Administrative Science Quarterly 27: 459 - 489 (September).
9. Bagozzi, R.P., Yi, Y., and, Philips, L.W., (1991). Assessing Construct Validity in Organizational Research. Administrative Science Quarterly 36: 421 - 458 (September).
10. Baker, W.E., and, Sinkula, J.M., (2005). Market orientation and the New Product Paradox. Journal of Product Innovation Management 22: 483 - 502.
11. Baron, R.M., and, Kenny, D.A., (1986). The Moderator-Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations. Journal of Personality and Social Psychology 51 (6): 1173 - 1182.
12. Bentler, P.M., (1990). Fit Indexes, Lagrange Multipliers, Constraint Changes, and Incomplete Data in Structural Models. Multivariate Behavioral Research 25: 163 - 172.
13. Chou, C.-P., and, Bentler, P.M., (1990). Model Modification in Covariance Structure Modeling: A Comparison among Likelihood Ratio, Lagrange Multiplier, and Wald Tests. Multivariate Behavioral Research 25 (1): 115 - 136.
14. Churchill Jr., G.A., (1979). A Paradigm for Developing Better Measures of Marketing Constructs. Journal of Marketing Research 16: 64 - 73 (February).
15. Cohen, J., and, Cohen, P., (1983). Applied Multiple Regression/ Correlation Analysis for Behavioral Sciences. Hillsdale, NJ: Erlbaum Associates.
16. Cressman Jr., G.S., (1999). Commentary on: "Industrial Pricing: Theory and Managerial Practice". Marketing Science 18 (3): 455 - 457.
17. Croon, M., (2002). Using Predicted Latent Scores in General Latent Structure Models. In: Latent Variables and Latent Structure Models, ed., G.A. Marcoulides, and, I. Mourtocki,. Mahwah, NJ: Lawrence Erlbaum Associates.
18. Day, G.S., (1994). The Capabilities of Market-Driven Organizations. Journal of Marketing 58: 37 - 52 (October).
19. Day, G.S., and, Nedungadi, P., (1994). Managerial Representations of Competitor Advantage. Journal of Marketing 58: 31 - 44 (April).
20. Deshpandé, R., Farley, J.U., and, Webster Jr., F.E., (1993). Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis. Journal of Marketing 57: 23 - 37 (January).
21. Doob, A., Carlsmith, J.M., Freemen, J.L., Langdauer, T.K., and, Soleng, T., (1969). Effect of Initial Selling Price on Subsequent Sales. Journal of Personality and Social Psychology 11: 345 - 350.
22. Dutta, S., Zbaracki, M., and, Bergen, M., (2003). Pricing Process as a Capability: A Case Study. Strategic Management Journal 24: 615 - 630.
23. Erickson, G.M., and, Johansson, J.K., (1989). The Role of Price in Multi-attribute Product Evaluations. Journal of Consumer Research 12: 195 - 199 (September).
24. Farley, J.U., Hulbert, J.M., and, Weinstein, D., (1980). Price Setting and Volume Planning by Two European Industrial Companies: A Study and Comparison of Decision Processes. Journal of Marketing 44: 46 - 54 (Winter).
25. Gatignon, H., and, Xuereb, J.-M., (1997). Strategic Orientation of the Firm and New Product Performance. Journal of Marketing Research 34: 77 - 90 (February).
26. Gebhardt, G.F., Carpenter, G.S., and, Sherry Jr., J.F., (2006). Creating a Market Orientation: A Longitudinal, Multifirm, Grounded Analysis of Cultural Transformation. Journal of Marketing 70: 37 - 55 (October).
27. Gerbing, D.W., and, Anderson, J.C., (1988). An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment. Journal of Marketing Research 25: 186 - 192 (May).
28. Gijsbrechts, E., (1993). Prices and Pricing Research in Consumer Marketing: Some Recent Developments. International Journal of Research in Marketing 10: 115 - 151.
29. Grinstein, A., (2008). The Effect of Market Orientation and Its Components on Innovation Consequences: A Meta-Analysis. Journal of the Academy of Marketing Science 36 (2): 166 - 173.
30. Hague, D.C., (1971). Pricing in Business. London: George Allen & Unwin Ltd.
31. Han, J.K., Kim, N., and, Srivastava, R.K., (1998). Market Orientation and Organizational Performance: Is Innovation a Missing Link? Journal of Marketing 62: 30 - 45 (October).
32. Henard, D.H., and, Szymanski, D.M., (2001). Why Some New Products Are More Successful than Others. Journal of Marketing Research 38: 362 - 375 (August).
33. Homburg, C., and, Pflesser, C., (2000). A Multiple-Layer Model of Market-Oriented Organizational Culture: Measurement Issues and Performance Outcomes. Journal of Marketing Research 37: 449 - 462 (November).
34. Hultink, E.J., Griffin, A., Hart, S., and, Robben, H.S.J., (1997). Industrial New Product Launch Strategies and Product Development Performance. Journal of Product Innovation Management 14: 243 - 257.
35. Hunt, S.D., and, Morgan, R.M., (1995). The Comparative Advantage Theory of Competition. Journal of Marketing 59: 1 - 15 (April).
36. Ingenbleek, P., (2007). Value-Informed Pricing in Its Organizational Context: Literature Review, Conceptual Framework, and Directions for Future Research. Journal of Product & Brand Management 16 (7): 441 - 458.
37. Ingenbleek, P., Debruyne, M., Frambach, R.T., and, Verhallen, T.M.M., (2003). Successful New Product Pricing Practices: A Contingency Approach. Marketing Letters 14 (4): 289 - 305.
38. Kalyanaram, G., and, Winer, R.S., (1995). Empirical Generalizations from Reference Price Research. Marketing Science 14 (3): G161 - G169.
39. Kirca, A.H., Jayachandran, S., and, Bearden, W.O., (2005). Market Orientation: A meta-Analytic Review and Assessment of Its Antecedents and Impact on Performance. Journal of Marketing 69 (2): 24 - 41.
40. Kline, R.B., (1998). Principles and Practice of Structural Equation Modeling. New York: Guilford Press.
41. Kohli, A.K., and, Jaworski, B.J., (1990). Market Orientation: The Construct, Research Propositions and Managerial Implications. Journal of Marketing 54: 1 - 18 (April).
42. Langerak, F., Hultink, E.J., and, Robben, H.S.J., (2004). The Impact of Market Orientation, Product Advantage, and Launch Proficiency on New Product Performance and Organizational Performance. Journal of Product Innovation Management 21: 79 - 94.
43. Lichtenstein, D.R., Bloch, P.H., and, Black, W.C., (1988). Correlates of Price Acceptability. Journal of Consumer Research 15: 243 - 252 (September).
44. Lukas, B.A., and, Ferrell, O.C., (2000). The Effect of Market Orientation on Product Innovation. Journal of the Academy of Marketing Science 28 (2): 239 - 247.
45. Mazumdar, T., Raj, S.P., and, Sinha, I., (2005). Reference Price Research: Review and Propositions. Journal of Marketing 69 (4): 84 - 102 (October).
46. Moenaert, R.K., and, Souder, W.E., (1990). An Information Transfer Model for Integrating Marketing and R&D Personnel in New Product Development Projects. Journal of Product Innovation Management 7: 91 - 107.
47. Monroe, K.B., (2003). Pricing: Making Profitable Decisions. New York: McGraw-Hill.
48. Monroe, K.B., Della Bitta, A.J., and, Downey, S.L., (1977). Contextual Influences on Subjective Price Perceptions. Journal of Business Research 5: 277 - 291 (December).
49. Monroe, K.B., and, Mazumdar, T., (1988). Pricing-Decision Models: Recent Developments and Opportunities. In: Issues in Pricing, Theory and Research, ed., T.M. Devinney,. Lexington, MA: Lexington, 360 - 88.
50. Moorman, C., and, Miner, A.S., (1997). The Impact of Organizational Memory on New Product Performance and Creativity. Journal of Marketing Research 34: 91 - 106 (February).
51. Nagle, T.T., and, Hogan, J.E., (2006). The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making. Englewood Cliffs, NJ: Prentice Hall.
52. Narver, J.C., and, Slater, S.F., (1990). The Effect of a Market Orientation on Business Profitability. Journal of Marketing 54: 20 - 35 (October).
53. Narver, J.C., Slater, S.F., and, MacLachlan, D.L., (2004). Responsive and Proactive Market Orientation and New Product Success. Journal of Product Innovation Management 54: 20 - 35.
54. Noble, P.M., and, Gruca, T.S., (1999). Industrial Pricing: Theory and Managerial Practice. Marketing Science 18 (3): 435 - 454.
55. Oxenfeldt, A.R., (1973). A Decision-Making Structure for Price Decisions. Journal of Marketing 37: 48 - 53 (January).
56. Rao, V.R., (1984). Pricing Research in Marketing: The State of the Art. Journal of Business 57 (1): S39 - S60.
57. Rao, A.R., and, Monroe, K.B., (1989). The Effect of Price, Brand Name, and Store Name on Buyers' Perceptions of Product Quality: An Integrative Review. Journal of Marketing Research 26: 351 - 57 (August).
58. Sherman, D.J., Berkowitz, D., and, Souder, W.E., (2005). New Product Development Performance and the Interaction of Cross-Functional Integration and Knowledge Management. Journal of Product Innovation Management 22: 399 - 411.
59. Simon, H., (1992). Pricing Opportunities and How to Exploit Them. Sloan Management Review 33: 55 - 65 (Winter).
60. Skrondal, A., and, Laake, P., (2001). Regression among Factor Scores. Psychometrika 66 (4): 563 - 576.
61. Slater, S.F., (1997). Developing a Customer Value-Based Theory of the Firm. Journal of the Academy of Marketing Science 25 (2): 162 - 167.
62. Slater, S.F., and, Narver, J.C., (1998). Customer-led and Market Oriented: Let's Not Confuse the Two. Strategic Management Journal 19: 1001 - 1006.
63. Tomkovick, C., and, Dobie, K.E., (1995). Applying Hedonic Pricing Models and Factorial Surveys at Parker Pen to Enhance New Product Success. Journal of Product Innovation Management 12: 334 - 345.
64. Tversky, A., and, Kahneman, D., (1991). Loss Aversion in Riskless Choice: A Reference-Dependent Model. Quarterly Journal of Economics 106 (4): 1039 - 1061 (November).
65. Urban, G.L., Weinberg, B.B., and, Hauser, J.R., (1996). Premarket Forecasting of Really-New Products. Journal of Marketing 60: 47 - 60 (January).
66. Urbany, J.E., (2001). Are Your Prices Too Low? Harvard Business Review 79 (9): 26 - 27.
67. Voss, G.B., and, Giraud Voss, Z., (2000). Strategic Orientation and Firm Performance in an Artistic Environment. Journal of Marketing 64: 67 - 83 (January).
68. Woodruff, R.B., (1997). Customer Value: The Next Source for Competitive Advantage. Journal of the Academy of Marketing Science 25 (2): 139 - 153.
69. Zeithaml, V.A., (1988). Consumer Perceptions of Price, Quality and Value: A Means-End Model and Synthesis of Evidence. Journal of Marketing 52: 2 - 22 (July).