Search for dissertations about: "Mario Kienzler"
Found 2 swedish dissertations containing the words Mario Kienzler.
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1. Pricing value and selling value : A view on individuals within organizations
Abstract : At the heart of long-term success lies firms’ ability to provide customers with products and services that enable customer value creation and firms’ ability to capture value in the form of profits. To this effect, managers and salespeople have an impact on a firm’s value creation and value capture ability through their pricing and selling behavior and decisions. READ MORE
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2. Micro-foundations of value-based pricing and selling
Abstract : Enabling customer value creation is central to marketing theory and practice. Yet, doing so does not ensure that supplier firms profit from it. Value-based pricing and selling come with the prospect of translating customer value creation into greater profits for suppliers. READ MORE