In order for companies to be able to assert themselves in an increasingly dynamic market environment and to be able to offer increasingly demanding customers a professional service, a process-oriented alignment of the most important company activities is indispensable. In particular, there is still considerable need for catching up in pricing, as our first pricing study of the PFH Private University of Göttingen (Riekhof/Lohaus 2009) has shown. In the new edition of this study, it was investigated to what extent continuous pricing processes have already been established in business practice and what interim development steps have been recorded. For this purpose, a questionnaire was sent to over 2,600 executives and experts from various industries. With 231 answered questionnaires, a response rate of nine percent was achieved in the empirical investigation.

In order for companies to be able to assert themselves in an increasingly dynamic market environment and to be able to offer increasingly demanding customers a professional service, a process-oriented alignment of the most important company activities is indispensable. In particular, there is still considerable need for catching up in pricing, as our first pricing study of the PFH Private University of Göttingen (Riekhof/Lohaus 2009) has shown. In the new edition of this study, it was investigated to what extent continuous pricing processes have already been established in business practice and what interim development steps have been recorded. For this purpose, a questionnaire was sent to over 2,600 executives and experts from various industries. With 231 answered questionnaires, a response rate of nine percent was achieved in the empirical investigation. Steigerung der Wertschöpfung durch intelligentes Pricing: Eine empirische Untersuchung
In order for companies to be able to assert themselves in an increasingly dynamic market environment and to be able to offer increasingly demanding customers a professional service, a process-oriented alignment of the most important company activities is indispensable. In particular, there is still considerable need for catching up in pricing, as our first pricing study of the PFH Private University of Göttingen (Riekhof/Lohaus 2009) has shown. In the new edition of this study, it was investigated to what extent continuous pricing processes have already been established in business practice and what interim development steps have been recorded. For this purpose, a questionnaire was sent to over 2,600 executives and experts from various industries. With 231 answered questionnaires, a response rate of nine percent was achieved in the empirical investigation.
In order for companies to be able to assert themselves in an increasingly dynamic market environment and to be able to offer increasingly demanding customers a professional service, a process-oriented alignment of the most important company activities is indispensable. In particular, there is still considerable need for catching up in pricing, as our first pricing study of the PFH Private University of Göttingen (Riekhof/Lohaus 2009) has shown. In the new edition of this study, it was investigated to what extent continuous pricing processes have already been established in business practice and what interim development steps have been recorded. For this purpose, a questionnaire was sent to over 2,600 executives and experts from various industries. With 231 answered questionnaires, a response rate of nine percent was achieved in the empirical investigation.


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Title: Increasing Value Creation through Intelligent Pricing: An Empirical Investigation
Authors: Hans-Christian Riekhof, Frederik Wurr (2013)

In order for companies to be able to assert themselves in an increasingly dynamic market environment and to be able to offer increasingly demanding customers a professional service, a process-oriented alignment of the most important company activities is indispensable. In particular, there is still considerable need for catching up in pricing, as our first pricing study of the PFH Private University of Göttingen (Riekhof/Lohaus 2009) has shown. In the new edition of this study, it was investigated to what extent continuous pricing processes have already been established in business practice and what interim development steps have been recorded. For this purpose, a questionnaire was sent to over 2,600 executives and experts from various industries. With 231 answered questionnaires, a response rate of nine percent was achieved in the empirical investigation.