Journal of Revenue and Pricing Management

, Volume 16, Issue 1, pp 4–17

Value-based pricing meets twenty-first century procurement

Practice Article

DOI: 10.1057/s41272-017-0080-6

Cite this article as:
Provines, C.D. J Revenue Pricing Manag (2017) 16: 4. doi:10.1057/s41272-017-0080-6


Fierce global competition and the growth of low-cost competitors are causing suppliers in many business and industrial markets to differentiate themselves through value-based strategies. At the same time, procurement organizations in many businesses are assuming a more pivotal role in supplier management and buying decisions. Little research, however, has been carried out to consider how sellers’ value-based pricing is impacted by buyers’ procurement goals and strategies. It is the aim of this article to review and integrate the empirical literature on value-based pricing and modern procurement strategies and goals in order to construct a conceptual framework for pricing practitioners and questions for future research.


pricing strategy value-based pricing value-based selling procurement negotiations 

Copyright information

© Macmillan Publishers Ltd 2017

Authors and Affiliations

  1. 1.Value Vantage PartnersPittstownUSA
  2. 2.Rutgers University Business SchoolNew BrunswickUSA

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