"While the difficult-to-imitate and non-mobile resources protect firms against excessive value appropriation by competitors, pricing helps to protect them against excessive value capturing by customers.
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explicit assessment of what a product or service is worth to the customer, leads to higher levels of new products and increases managers’ satisfaction with price decisions. This practice has become known in the literature as value-informed pricing, sometimes called value-based pricing.
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Value-informed pricing refers to the degree to which decision makers base the price of a market offering on the customers’ perceptions of the benefits that the product offers, and how these benefits are traded-off by customers against the price (that has yet to be determined). Managers create such understanding through the organizational processing of market information. The increasing attention for such pricing practices can be explained from their great appeal to managers, who see immediate returns from improving their value-informed pricing practices.
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prices are the reward for value creation and that value-informed pricing is the central pricing practice in this process. Because market positions change in the dynamic process of competition, prices should change with them. Pricing is a, so called, operant resource that acts on other resources, including the customer. Prices are therefore co-created with customers and include not only the how much, but also the how, whether, when, by whom, and where elements of the reward. Companies can innovate in pricing and thereby increase their pricing competitive advantage. Prices do not only vary between high and low, but also between “good” and “bad”. Ineffective pricing is not only detrimental to the seller, but as these effects ripple through networks, they eventually harm economic growth."
Trechos retirados de Paul T.M. Ingenbleek , (2014),"The theoretical foundations of value-informed pricing in the service-dominant logic of marketing", Management Decision, Vol. 52 Iss 1 pp. 33 - 53
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