van der Rest, Jean-PierreRoper, AngelaWang, Xuan Lorna2018-10-042018-10-042018-01http://hdl.handle.net/10919/85237This 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.application/pdfen-USCreative Commons Attribution 4.0 InternationalResource-based viewCapabilityValue-basedPricingSalesRevenue managementSummary