‘Controlling instruments’ for price management: a single case study on a B2B company in the OEM business operating in the German electrical / electronics industry

Pätzold, Torsten (2018) ‘Controlling instruments’ for price management: a single case study on a B2B company in the OEM business operating in the German electrical / electronics industry. DBA thesis, University of Gloucestershire.

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Price management is a company’s most significant profit lever. Business-to-business (B2B) companies frequently delegate pricing decisions to the sales force, which often results in information asymmetry and goal incongruence due to management and the sales force having different interests. This situation increases the risk that pricing plans created by management will not be executed. Efforts to improve price planning can be rendered meaningless if Price Control 1 is not implemented to ensure the execution of pricing plans. An effective Price Control 1 can ensure that the profit lever of price management can be utilised in a way that benefits the company. The current academic literature does not thoroughly address the topic of Price Control 1 despite its relevance to the profitability of companies and the need to implement it in practice. This research adopts a social constructivist approach using semi-structured interviews with employees of a B2B company in the Original Equipment Manufacturer (OEM) business operating in the German electrical/electronics industry to develop a Price Control 1 model containing instruments for mitigating the Price Control 1 problem in the price management process for B2B in the OEM business operating in the electrical/electronics industry. Although the researcher focuses on a single case study of a B2B company in the OEM business operating in the electrical/electronics industry, this Price Control 1 model can help practitioners of other similar B2B companies manage Price Control 1 at their companies. It can be used by practitioners to guide the evaluation, design or redesign of Price Control 1 models to better understand the Price Control 1 problem and improve the success of achieving pricing plans. Other researchers can use the created Price Control 1 model to better understand this phenomenon and/or produce Price Control 1 models in other contextual settings.

Item Type: Thesis (DBA)
Thesis Advisors:
Thesis AdvisorEmailURL
Greenwood, Robertrgreenwood@glos.ac.ukUNSPECIFIED
Afriyie, Charlescafriyie@glos.ac.ukhttps://www.glos.ac.uk/staff/profile/charles-afriyie/
Uncontrolled Keywords: Business-to-business (B2B) companies; Price control; Price management; Electrical / electronics industry; Original Equipment Manufacturer (OEM); Germany
Subjects: H Social Sciences > HD Industries. Land use. Labor > HD2321 Industry
H Social Sciences > HF Commerce
Divisions: Schools and Research Institutes > School of Business, Computing and Social Sciences
Depositing User: Susan Turner
Date Deposited: 19 Mar 2019 13:30
Last Modified: 01 Aug 2023 12:52
URI: https://eprints.glos.ac.uk/id/eprint/6638

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