Skip to main content

Organizational design and pricing capabilities for superior firm performance

Buy Article:

$36.96 plus tax (Refund Policy)

Purpose ‐ The purpose of this paper is to test the relationship between organizational antecedents, pricing capabilities, and firm performance. Design/methodology/approach ‐ Quantitative survey of 748 managers from mostly large companies globally. Findings ‐ It was found that the following five key organizational resources (the 5 Cs) ‐ center-led price management, organizational confidence, championing behaviors, organizational change capacity, and pricing capabilities ‐ positively influence firm performance. Furthermore, it was found that center-led price management, organizational change capacity, and championing behaviors act as important antecedents to pricing capabilities and, except for the former, to organizational confidence. The authors also examine interaction and mediation effects. Originality/value ‐ The results thus suggest that generic organizational factors ‐ namely center-led price management ‐ as well as highly idiosyncratic firm, specific capabilities ‐ namely organizational confidence, championing behaviors by top management, organizational change capacity, and pricing capabilities ‐ are key requirements to increase firm performance via pricing.
No Reference information available - sign in for access.
No Citation information available - sign in for access.
No Supplementary Data.
No Data/Media
No Metrics

Keywords: Organizational behaviour; Organizational design; Performance; Pricing; Pricing strategy

Document Type: Research Article

Publication date: 2014-03-11

More about this publication?
  • Access Key
  • Free content
  • Partial Free content
  • New content
  • Open access content
  • Partial Open access content
  • Subscribed content
  • Partial Subscribed content
  • Free trial content
Cookie Policy
X
Cookie Policy
Ingenta Connect website makes use of cookies so as to keep track of data that you have filled in. I am Happy with this Find out more