Browsing by Author "Roper, Angela"

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    Why is a change of company pricing policy so hard to implement? [Summary]
    van der Rest, Jean-Pierre; Roper, Angela; Wang, Xuan Lorna (Virginia Tech, 2018-01)
    This paper analyzes the process of changing a competition-oriented room rate pricing approach into a company-wide value-based pricing process from the perspective of the resource-based view. From a sample of 33 hotels in 16 countries it evaluates data from 55 open-ended interviews, documentation and archival records. Employing systems methodology the study illustrates that pricing is an intra/inter-organizational activity involving cross-disciplinary processes at various hierarchical levels. It finds that changing to value-based pricing involves a remarkable level of especially intangible resources.