TY  - JOUR
AB  - Value pricing has been a topic in the chemicals industry for decades. Still, according to Simon-Kucher studies in the industry, managers feel they have to improve when it comes to their ability to capture value through better pricing. The authors describe what helps to rigorously implement a value pricing approach in the chemicals industry. They outline how to understand “willingness-to-pay” (WTP), they challenge the “one-size fits all” approach and give an explanation why many segmentation model fail, they question traditional price metrics and their ability to capture value, they address how to define the right pricing strategy and they elaborate about value communication. The authors show that it is time to reboot the thinking about value pricing. They lay out five rules that serve as your reset buttons.
AU  - Mäßen, Andrea
AU  - Haemer, Jan
DA  - 2017
DO  - 10.17879/20249616556
LA  - eng
IS  - Journal of Business Chemistry
M2  - 73
N1  - Section "Practitioner’s Section"
PY  - 2017
SP  - 73-78
T2  - Journal of Business Chemistry
TI  - Value pricing in the chemical industry – Rebooted
UR  - https://nbn-resolving.org/urn:nbn:de:hbz:6-20249619170
Y2  - 2024-11-22T06:56:10
ER  -