Why is a change of company pricing policy so hard to implement? [Summary]
| dc.contributor.author | van der Rest, Jean-Pierre | en |
| dc.contributor.author | Roper, Angela | en |
| dc.contributor.author | Wang, Xuan Lorna | en |
| dc.date.accessioned | 2018-10-04T18:55:29Z | en |
| dc.date.available | 2018-10-04T18:55:29Z | en |
| dc.date.issued | 2018-01 | en |
| dc.description.abstract | 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. | en |
| dc.format.mimetype | application/pdf | en |
| dc.identifier.uri | http://hdl.handle.net/10919/85237 | en |
| dc.language.iso | en_US | en |
| dc.publisher | Virginia Tech | en |
| dc.rights | Creative Commons Attribution 4.0 International | en |
| dc.rights.uri | http://creativecommons.org/licenses/by/4.0/ | en |
| dc.subject | Resource-based view | en |
| dc.subject | Capability | en |
| dc.subject | Value-based | en |
| dc.subject | Pricing | en |
| dc.subject | Sales | en |
| dc.subject | Revenue management | en |
| dc.title | Why is a change of company pricing policy so hard to implement? [Summary] | en |
| dc.title.serial | International Journal of Hospitality Management | en |
| dc.type | Summary | en |
| dc.type.dcmitype | Text | en |