Title: Empirical Study – Pricing Processes in Business Practice
Authors: Hans-Christian Riekhof, Anton Ha
Prof. Dr. Hans-Christian Riekhof and Anton Ha (PFH Private University of Göttingen) present the results of the empirical pricing study 2015.
With the study “Pricing Processes in Business Practice”, the PFH Private University of Göttingen presents for the third time an empirical survey on the pricing processes of companies. The aim of the study is to gain insights into the practice of pricing in companies of various sizes and sectors and to show how prices are actually determined. In addition, we want to show where potential lies dormant in the sub-processes of pricing and which special procedures can be transferred to other companies.
One finding in advance: As the studies from 2009 (Riekhof/Lohaus 2009) and 2012 (Riekhof/Wurr 2012) already showed, many companies have not yet recognized that pricing is the most important profit driver in the company and therefore requires a high degree of attention from the company management. This result is impressively confirmed again with the third edition of the study presented here (Riekhof/Ha 2015).
