References eg. from here
Book series: Advances in Business Marketing and Purchasing
F. Acito, T.P. Hustad (1981), "Industrial product concept testing", Industrial Marketing Management, Vol. 10 pp.157 - 164.
W.J. Adams, J.L. Yellen (1976), "Commodity bundling and the burden of monopoly", Quarterly Journal of Economics, Vol. 90 pp.475 - 498.
J.C. Anderson, D.C. Jain, P.K. Chintagunta (1993), "Customer value assessment in business markets: A state of practice study", Journal of Business-to-Business Marketing, pp.3 - 30.
P.L. Berger, T. Luckmann (1966), "The social construction of reality: A treatise in the sociology of knowledge", Irvington Publishers, Inc, New York, NY, .
R. Blattberg, T. Buesing, P. Peacock, S. Sen (1978), "Identifying the deal prone segment", Journal of Marketing Research, Vol. 15 pp.369 - 377.
T.V. Bonoma (1984), "Managing marketing", The Free Press, New York, NY, . name="idbib7" id="idbib7"
T.V. Bonoma, V.L. Crittenden, R.F. Dolan (1988), "Can we have rigor and relevance in pricing research?", in T.M. Devinney (Eds),D.C. Heath, Lexington, MA, pp.337 - 408.
R.D. Buzzell, B.T. Gale (1987), "The PIMS principles", Free Press, New York, NY.
D.G. Clarke (1993), "Marketing analysis and decision making", Scientific Press, South San Francisco.
D.K. Clifford, R.E. Cavanagh (1985), "The winning performance", Bantam Books, Toronto.
B. Coe (1990), "Strategy in retreat: Pricing drops out", Journal of Business and Industrial Marketing, Vol. 5 pp.5 - 25.
A.T. Coughlan, C. Narasimhan (1992), "An empirical analysis of sales-force compensation plans", Journal of Business, Vol. 65 pp.93 - 121.
R.L. Daft, K.E. Weick (1984), "Toward a model of organizations as interpretation systems", Academy of Management Review, Vol. 9 pp.284 - 295.
R. Desiraju, S.M. Shugan (1999), "Strategic service pricing and yield management", Journal of Marketing, Vol. 63 pp.44 - 56.
P.R. Dickson, A.G. Sawyer (1990), "The price knowledge and search of supermarket shoppers", Journal of Marketing, Vol. 54 pp.42 - 53.
G. Dobson, S. Kalish (1993), "Heuristics for pricing and positioning a product-line using conjoint and cost data", Management Science, Vol. 39 pp.160 - 175.
W.B. Dodds, K.B. Monroe, D. Grewal (1991), "The effects of price, brand, and store information on buyers' product evaluations", Journal of Marketing Research, Vol. 28 pp.307 - 319.
R.J. Dolan, H. Simon (1996), "Power pricing: How managing price transforms the bottom line", The Free Press, New York, NY, .
P. Doyle, J. Saunders, V. Wong (1992), "Competition in global markets: A case study of American and Japanese competition in the British market", Journal of International Business Studies, Vol. 23 pp.419 - 442.
P. Doyle, V. Shaw, V. Wong (1993), "International Competition in the UK Machine Tool Market", Journal of Marketing Management, Vol. 9 pp.383 - 391.
P.F. Drucker (1974), "New templates for today's organizations", Harvard Business Review, Vol. 52 pp.45 - 53.
J.E. Dutton (1988), "Understanding strategic agenda building and its implications for managing change", in L.R. Pondy, R.J. Boland, H. Thomas (Eds),Wiley, New York, NY, .
J.E. Dutton, S.E. Jackson (1987), "Categorizing strategic issues: Links to organizational action", Academy of Management Review, Vol. 12 pp.76 - 90.
H. Estelami (2005), "A cross-category examination of consumer price awareness in financial and non-financial services", Journal of Financial Services Marketing, Vol. 10 pp.125 - 139.
H. Estelami, D.R. Lehmann, A.C. Holden (2002), "Macro-economic determinants of consumer price knowledge: A meta-analysis of four decades of research", International Journal of Research in Marketing, Vol. 18 pp.341 - 355.
J.L. Forbis, N.T. Mehta (1981), "Value-based strategies for industrial products", Business Horizons, Vol. 24 pp.32 - 42.
J.W. Forrester (1961), "Industrial dynamics", MIT Press, Cambridge, MA, .
A. Gabor, C.W.J. Granger (1964), "Price sensitivity of the consumer", Journal of Advertising Research, Vol. 51 pp.40 - 44.
P.E. Green, A.M. Krieger (1985), "Models and heuristics for product-line selection", Marketing Science, Vol. 4 pp.1 - 19.
D. Grewall, K.B. Monroe, R. Krishnan (1998), "The effects of price-comparison advertising on buyers' perceptions of acquisition value, transaction value, and behavioral intentions", Journal of Marketing, Vol. 62 pp.46 - 59.
D.C. Hambrick, P. Mason (1984), "Upper echelon: The organization as a reflection of its top managers", Academy of Management Review, Vol. 9 pp.193 - 206.
F.H. Harris, P. Peacock (1995), "Hold my place, please", Marketing Management, Vol. 4 pp.34 - 46.
M. Harris, A. Raviv (1981), "A theory of monopoly pricing schemes with demand uncertainty", American Economic Review, Vol. 71 pp.347 - .
E. Hoffman, D.J. Mankhaus, D.K. Chakravarti, R.A. Field, G.D. Whipple (1993), "Using laboratory experimental auctions in marketing research: A case study of new packaging for fresh beef", Marketing Science, Vol. 12 pp.318 - 338.
R. Jacobson, D.A. Aaker (1985), "Is market share all that it's cracked up to be?", Journal of Marketing, Vol. 85.
M. Jelinek, C.B. Schoonhoven (1993), "The innovation marathon", Jossey-Bass, San Francisco, .
Kaplan, R. S. (1997). Using ABC to manage customer mix and relationships. Harvard Business School Note 9-197-094.
F.N. Kerlinger, E.J. Pedhazur (1973), "Multiple regression in behavioral research", Holt, Rinehart and Winston, New York, NY, .
H. Landreth, D. Colander (1989), "History of economic theory", Houghton Mifflin Company, Boston, MA, .
J. Le Boutillier, S.S. Le Boutillier, S. Neslin (1994), "A replication and extension of the Dickson and Sawyer price-awareness study", Marketing Letters, Vol. 5 pp.31 - 42.
L.G. Lilien, P. Kotler (1983), "Marketing decision making: A model-building approach", Harper and Row Publisher's, New York, NY, .
M.V. Marn, R.L. Rosiello (1992), "Managing price, gaining profit", Harvard Business Review, Vol. 70 pp.84 - 94.
R.P. McAfee, J. McMillan (1996), "Competition and game theory", Journal of Marketing Research, Vol. 33 pp.263 - 267.
R.P. McAFee, J. McMillan (1996), "Analyzing the airwaves auction", Journal of Economic Perspectives, Vol. 10 pp.159 - 175.
H. Mintzberg (1987), "The strategy concept I: Five Ps for strategy", California Management Review, pp.11 - 24.
K.B. Monroe (2002), "Pricing: making profitable decisions", McGraw- Hill Publishing Company, New York, NY, .
K.B. Monroe, S.M. Petroshius (1981), "Buyers' perceptions of price: An update of the evidence", in H. Kassarjian, T.S. Robertson (Eds),Scott-Foresman, Glenview, IL, pp.43 - 55.
T.T. Nagle (1984), "Economic foundations for pricing", Journal of Business, Vol. 57.
T.T. Nagle, J.E. Hogan (2006), "The strategy and tactics of pricing: A guide to growing more profitability", Pearson Education, Inc, Upper Saddle River, NJ, .
T.T. Nagle, R.K. Holden (1994), "The strategy and tactics of pricing: A guide to profitable decision making", Prentice-Hall, Englewood Cliffs, NJ, .
T.T. Nagle, R.K. Holden (2002), "The strategy and tactics of pricing: A guide to profitable decision making", Prentice-Hall, Englewood Cliffs, NJ, .
C. Narasimhan (1984), "A price discrimination theory of coupons", Marketing Science, Vol. 3 pp.128 - 147.
P.M. Noble, T.S. Gruca (1999), "Industrial pricing: Theory and managerial practice", Marketing Science, Vol. 18 pp.435 - 454.
J.C. Olson (1977), "Price as an informational cue: Effects on product evaluations", in A.G. Woodside (Eds),Elsevier North-Holland, New York, NY, pp.267 - 286.
A.R. Oxenfeldt (1973), "A decision making structure for price decisions", Journal of Marketing, Vol. 37 pp.48 - 53.
J. Pfeffer (1985), "Organizations and organization theory", Random House, New York, NY, pp.379 - 440.
M.E. Porter (1980), "Competitive strategy: Techniques for analyzing industries and competitors", The Free Press, New York, NY, .
V.R. Rao (1984), "Pricing research in marketing: The state of the art", Journal of Business, Vol. 57 pp.S39 - S60.
F.E. Reichheld (1996), "The loyalty effect", Harvard Business School Press, Boston, MA, .
F.F. Reichheld (1993), "Loyalty-based management", Harvard Business Review, Vol. 71 pp.64 - 73.
V.G. Reuter (1986), "What good are value analysis programs", Business Horizons, Vol. 29 pp.73 - 79.
J. Riley (1988), "Liberal utilitarianism: Social choice theory and J.S. Mill's philosophy", Cambridge University Press, Cambridge, .
E.B. Ross (1984), "Making money with proactive pricing", Harvard Business Review, pp.145 - 155.
B.P. Shapiro, B.B. Jackson (1978), "Industrial pricing to meet customer needs", Harvard Business Review, pp.119 - 127.
O. Shy (2008), "How to price: Guide to pricing techniques and yield management", Cambridge University Press, New York, NY, .
H. Simon (1989), "Price management", North Holland Publishing Company, Amsterdam, .
L. Smircich (1983), "Organizations as shared meanings", in L.R. Pondy, P. Frost, G. Morgan, T. Dandridge (Eds),JAI Press, Greenwich, CT, pp.55 - 65.
L. Smircich, C. Stubbart (1985), "Strategic management in an enacted world", Academy of Management Review, Vol. 10 pp.724 - 736.
Smith, G. E. (1998). Interpreting competitive price signaling: A game theoretic perspective. AMA Winters Educators' Conference. Marketing Theory and Applications, Vol. 9, Chicago: American Marketing Association.
G.E. Smith (2002), "Segmenting B2B markets with economic value analysis", Marketing Management, pp.35 - 39.
G.E. Smith (2006), "Leveraging profitability in low-margin markets", Journal of Product and Brand Management: Pricing Strategy and Practice, Vol. 15 pp.355 - 357.
G.E. Smith, C.A. Huntsman (1997), "Reframing the metaphor of the citizen–government relationship: A value-centered perspective", Public Administration Review, Vol. 57 pp.309 - 318.
G.E. Smith, T.T. Nagle (1994), "Financial analysis for profit-driven pricing", Sloan Management Review, Vol. 35 pp.71 - 84.
G.E. Smith, T.T. Nagle (1995), "Frames of reference and buyers perception of price and value", California Management Review, Vol. 38 pp.98 - 116.
G.E. Smith, T.T. Nagle (2002), "How much are customers willing to pay", Marketing Research, pp.20 - 25.
G.E. Smith, T.T. Nagle (2005), "Pricing the differential", Marketing Management, pp.28 - 33.
G.E. Smith, T.T. Nagle (2005), "A question of value", Marketing Management, pp.38 - 43.
P.R. Stephenson, W.L. Cron, G.L. Frazier (1979), "Delegating pricing authority to the sales force: The effects on sales and profit performance", Journal of Marketing, Vol. 43 pp.21 - 28.
C.I. Stubbart (1989), "Managerial cognition: A missing link in strategic management research", Journal of Management Studies, Vol. 26 pp.325 - 347.
T. Stundza (2008), "Chrysler CPO wants “Fierce” collaboration with automaker's supply base", Vol. 137 pp.18 - 19.
R. Thaler (1985), "Mental accounting and consumer choice", Marketing Science, Vol. 4 pp.199 - 214.
K.L. Wakefield, J.J. Inman (1993), "Who are the price vigilantes? An investigation of differentiating characteristics influencing price information processing", Journal of Retailing, Vol. 69 pp.216 - 233.
O.C. Walker, R.W. Ruekert (1987), "Marketing's role in the implementation of business strategies: A critical review and conceptual framework", Journal of Marketing, Vol. 51 pp.15 - 33.
R. Wilson (1989), "Deterrence in oligopolistic competition", in P.C. Stern, R. Axelrod, R. Jervis, R. Radner (Eds),Oxford University Press, New York, NY, pp.157 - 190.
Y. Wind (1990), "Getting a read on market-defined ‘value’", Journal of Pricing Management, Vol. 1 pp.41 - 49.
Y. Wind, J.F. Grashoff, J.D. Goldhar (1978), "Market-based guidelines for, design of industrial products", Journal of Marketing, Vol. 42 pp.27 - 37.
A.G. Woodside, T. Ozcan (2009), "Customer choices of manufacturer versus retailer brands in alternative price and usage contexts", Journal of Retailing and Consumer Services, Vol. 16 pp.100 - 108.
A.G. Woodside, W.G. Pearce (1989), "Testing market segment acceptance of new designs of industrial services", Journal of Product Innovation Management, Vol. 6 pp.185 - 301.
A.G. Woodside, R.H. Sanderson, R.J. Brodie (1988), "Testing acceptance of a new industrial service", Industrial Marketing Management, Vol. 17 pp.65 - 71.
L. Xia, K.B. Monroe, J.L. Cox (2004), "The price is unfair! A conceptual framework of price fairness perceptions", Journal of Marketing, Vol. 68 pp.1 - 15.
V.A. Zeithaml (1988), "Consumer perceptions of price, quality, and value: A means-end model and synthesis of evidence", Journal of Marketing, Vol. 52 pp.2 - 22.
Book series: Advances in Business Marketing and Purchasing
F. Acito, T.P. Hustad (1981), "Industrial product concept testing", Industrial Marketing Management, Vol. 10 pp.157 - 164.
W.J. Adams, J.L. Yellen (1976), "Commodity bundling and the burden of monopoly", Quarterly Journal of Economics, Vol. 90 pp.475 - 498.
J.C. Anderson, D.C. Jain, P.K. Chintagunta (1993), "Customer value assessment in business markets: A state of practice study", Journal of Business-to-Business Marketing, pp.3 - 30.
P.L. Berger, T. Luckmann (1966), "The social construction of reality: A treatise in the sociology of knowledge", Irvington Publishers, Inc, New York, NY, .
R. Blattberg, T. Buesing, P. Peacock, S. Sen (1978), "Identifying the deal prone segment", Journal of Marketing Research, Vol. 15 pp.369 - 377.
T.V. Bonoma (1984), "Managing marketing", The Free Press, New York, NY, . name="idbib7" id="idbib7"
T.V. Bonoma, V.L. Crittenden, R.F. Dolan (1988), "Can we have rigor and relevance in pricing research?", in T.M. Devinney (Eds),D.C. Heath, Lexington, MA, pp.337 - 408.
R.D. Buzzell, B.T. Gale (1987), "The PIMS principles", Free Press, New York, NY.
D.G. Clarke (1993), "Marketing analysis and decision making", Scientific Press, South San Francisco.
D.K. Clifford, R.E. Cavanagh (1985), "The winning performance", Bantam Books, Toronto.
B. Coe (1990), "Strategy in retreat: Pricing drops out", Journal of Business and Industrial Marketing, Vol. 5 pp.5 - 25.
A.T. Coughlan, C. Narasimhan (1992), "An empirical analysis of sales-force compensation plans", Journal of Business, Vol. 65 pp.93 - 121.
R.L. Daft, K.E. Weick (1984), "Toward a model of organizations as interpretation systems", Academy of Management Review, Vol. 9 pp.284 - 295.
R. Desiraju, S.M. Shugan (1999), "Strategic service pricing and yield management", Journal of Marketing, Vol. 63 pp.44 - 56.
P.R. Dickson, A.G. Sawyer (1990), "The price knowledge and search of supermarket shoppers", Journal of Marketing, Vol. 54 pp.42 - 53.
G. Dobson, S. Kalish (1993), "Heuristics for pricing and positioning a product-line using conjoint and cost data", Management Science, Vol. 39 pp.160 - 175.
W.B. Dodds, K.B. Monroe, D. Grewal (1991), "The effects of price, brand, and store information on buyers' product evaluations", Journal of Marketing Research, Vol. 28 pp.307 - 319.
R.J. Dolan, H. Simon (1996), "Power pricing: How managing price transforms the bottom line", The Free Press, New York, NY, .
P. Doyle, J. Saunders, V. Wong (1992), "Competition in global markets: A case study of American and Japanese competition in the British market", Journal of International Business Studies, Vol. 23 pp.419 - 442.
P. Doyle, V. Shaw, V. Wong (1993), "International Competition in the UK Machine Tool Market", Journal of Marketing Management, Vol. 9 pp.383 - 391.
P.F. Drucker (1974), "New templates for today's organizations", Harvard Business Review, Vol. 52 pp.45 - 53.
J.E. Dutton (1988), "Understanding strategic agenda building and its implications for managing change", in L.R. Pondy, R.J. Boland, H. Thomas (Eds),Wiley, New York, NY, .
J.E. Dutton, S.E. Jackson (1987), "Categorizing strategic issues: Links to organizational action", Academy of Management Review, Vol. 12 pp.76 - 90.
H. Estelami (2005), "A cross-category examination of consumer price awareness in financial and non-financial services", Journal of Financial Services Marketing, Vol. 10 pp.125 - 139.
H. Estelami, D.R. Lehmann, A.C. Holden (2002), "Macro-economic determinants of consumer price knowledge: A meta-analysis of four decades of research", International Journal of Research in Marketing, Vol. 18 pp.341 - 355.
J.L. Forbis, N.T. Mehta (1981), "Value-based strategies for industrial products", Business Horizons, Vol. 24 pp.32 - 42.
J.W. Forrester (1961), "Industrial dynamics", MIT Press, Cambridge, MA, .
A. Gabor, C.W.J. Granger (1964), "Price sensitivity of the consumer", Journal of Advertising Research, Vol. 51 pp.40 - 44.
P.E. Green, A.M. Krieger (1985), "Models and heuristics for product-line selection", Marketing Science, Vol. 4 pp.1 - 19.
D. Grewall, K.B. Monroe, R. Krishnan (1998), "The effects of price-comparison advertising on buyers' perceptions of acquisition value, transaction value, and behavioral intentions", Journal of Marketing, Vol. 62 pp.46 - 59.
D.C. Hambrick, P. Mason (1984), "Upper echelon: The organization as a reflection of its top managers", Academy of Management Review, Vol. 9 pp.193 - 206.
F.H. Harris, P. Peacock (1995), "Hold my place, please", Marketing Management, Vol. 4 pp.34 - 46.
M. Harris, A. Raviv (1981), "A theory of monopoly pricing schemes with demand uncertainty", American Economic Review, Vol. 71 pp.347 - .
E. Hoffman, D.J. Mankhaus, D.K. Chakravarti, R.A. Field, G.D. Whipple (1993), "Using laboratory experimental auctions in marketing research: A case study of new packaging for fresh beef", Marketing Science, Vol. 12 pp.318 - 338.
R. Jacobson, D.A. Aaker (1985), "Is market share all that it's cracked up to be?", Journal of Marketing, Vol. 85.
M. Jelinek, C.B. Schoonhoven (1993), "The innovation marathon", Jossey-Bass, San Francisco, .
Kaplan, R. S. (1997). Using ABC to manage customer mix and relationships. Harvard Business School Note 9-197-094.
F.N. Kerlinger, E.J. Pedhazur (1973), "Multiple regression in behavioral research", Holt, Rinehart and Winston, New York, NY, .
H. Landreth, D. Colander (1989), "History of economic theory", Houghton Mifflin Company, Boston, MA, .
J. Le Boutillier, S.S. Le Boutillier, S. Neslin (1994), "A replication and extension of the Dickson and Sawyer price-awareness study", Marketing Letters, Vol. 5 pp.31 - 42.
L.G. Lilien, P. Kotler (1983), "Marketing decision making: A model-building approach", Harper and Row Publisher's, New York, NY, .
M.V. Marn, R.L. Rosiello (1992), "Managing price, gaining profit", Harvard Business Review, Vol. 70 pp.84 - 94.
R.P. McAfee, J. McMillan (1996), "Competition and game theory", Journal of Marketing Research, Vol. 33 pp.263 - 267.
R.P. McAFee, J. McMillan (1996), "Analyzing the airwaves auction", Journal of Economic Perspectives, Vol. 10 pp.159 - 175.
H. Mintzberg (1987), "The strategy concept I: Five Ps for strategy", California Management Review, pp.11 - 24.
K.B. Monroe (2002), "Pricing: making profitable decisions", McGraw- Hill Publishing Company, New York, NY, .
K.B. Monroe, S.M. Petroshius (1981), "Buyers' perceptions of price: An update of the evidence", in H. Kassarjian, T.S. Robertson (Eds),Scott-Foresman, Glenview, IL, pp.43 - 55.
T.T. Nagle (1984), "Economic foundations for pricing", Journal of Business, Vol. 57.
T.T. Nagle, J.E. Hogan (2006), "The strategy and tactics of pricing: A guide to growing more profitability", Pearson Education, Inc, Upper Saddle River, NJ, .
T.T. Nagle, R.K. Holden (1994), "The strategy and tactics of pricing: A guide to profitable decision making", Prentice-Hall, Englewood Cliffs, NJ, .
T.T. Nagle, R.K. Holden (2002), "The strategy and tactics of pricing: A guide to profitable decision making", Prentice-Hall, Englewood Cliffs, NJ, .
C. Narasimhan (1984), "A price discrimination theory of coupons", Marketing Science, Vol. 3 pp.128 - 147.
P.M. Noble, T.S. Gruca (1999), "Industrial pricing: Theory and managerial practice", Marketing Science, Vol. 18 pp.435 - 454.
J.C. Olson (1977), "Price as an informational cue: Effects on product evaluations", in A.G. Woodside (Eds),Elsevier North-Holland, New York, NY, pp.267 - 286.
A.R. Oxenfeldt (1973), "A decision making structure for price decisions", Journal of Marketing, Vol. 37 pp.48 - 53.
J. Pfeffer (1985), "Organizations and organization theory", Random House, New York, NY, pp.379 - 440.
M.E. Porter (1980), "Competitive strategy: Techniques for analyzing industries and competitors", The Free Press, New York, NY, .
V.R. Rao (1984), "Pricing research in marketing: The state of the art", Journal of Business, Vol. 57 pp.S39 - S60.
F.E. Reichheld (1996), "The loyalty effect", Harvard Business School Press, Boston, MA, .
F.F. Reichheld (1993), "Loyalty-based management", Harvard Business Review, Vol. 71 pp.64 - 73.
V.G. Reuter (1986), "What good are value analysis programs", Business Horizons, Vol. 29 pp.73 - 79.
J. Riley (1988), "Liberal utilitarianism: Social choice theory and J.S. Mill's philosophy", Cambridge University Press, Cambridge, .
E.B. Ross (1984), "Making money with proactive pricing", Harvard Business Review, pp.145 - 155.
B.P. Shapiro, B.B. Jackson (1978), "Industrial pricing to meet customer needs", Harvard Business Review, pp.119 - 127.
O. Shy (2008), "How to price: Guide to pricing techniques and yield management", Cambridge University Press, New York, NY, .
H. Simon (1989), "Price management", North Holland Publishing Company, Amsterdam, .
L. Smircich (1983), "Organizations as shared meanings", in L.R. Pondy, P. Frost, G. Morgan, T. Dandridge (Eds),JAI Press, Greenwich, CT, pp.55 - 65.
L. Smircich, C. Stubbart (1985), "Strategic management in an enacted world", Academy of Management Review, Vol. 10 pp.724 - 736.
Smith, G. E. (1998). Interpreting competitive price signaling: A game theoretic perspective. AMA Winters Educators' Conference. Marketing Theory and Applications, Vol. 9, Chicago: American Marketing Association.
G.E. Smith (2002), "Segmenting B2B markets with economic value analysis", Marketing Management, pp.35 - 39.
G.E. Smith (2006), "Leveraging profitability in low-margin markets", Journal of Product and Brand Management: Pricing Strategy and Practice, Vol. 15 pp.355 - 357.
G.E. Smith, C.A. Huntsman (1997), "Reframing the metaphor of the citizen–government relationship: A value-centered perspective", Public Administration Review, Vol. 57 pp.309 - 318.
G.E. Smith, T.T. Nagle (1994), "Financial analysis for profit-driven pricing", Sloan Management Review, Vol. 35 pp.71 - 84.
G.E. Smith, T.T. Nagle (1995), "Frames of reference and buyers perception of price and value", California Management Review, Vol. 38 pp.98 - 116.
G.E. Smith, T.T. Nagle (2002), "How much are customers willing to pay", Marketing Research, pp.20 - 25.
G.E. Smith, T.T. Nagle (2005), "Pricing the differential", Marketing Management, pp.28 - 33.
G.E. Smith, T.T. Nagle (2005), "A question of value", Marketing Management, pp.38 - 43.
P.R. Stephenson, W.L. Cron, G.L. Frazier (1979), "Delegating pricing authority to the sales force: The effects on sales and profit performance", Journal of Marketing, Vol. 43 pp.21 - 28.
C.I. Stubbart (1989), "Managerial cognition: A missing link in strategic management research", Journal of Management Studies, Vol. 26 pp.325 - 347.
T. Stundza (2008), "Chrysler CPO wants “Fierce” collaboration with automaker's supply base", Vol. 137 pp.18 - 19.
R. Thaler (1985), "Mental accounting and consumer choice", Marketing Science, Vol. 4 pp.199 - 214.
K.L. Wakefield, J.J. Inman (1993), "Who are the price vigilantes? An investigation of differentiating characteristics influencing price information processing", Journal of Retailing, Vol. 69 pp.216 - 233.
O.C. Walker, R.W. Ruekert (1987), "Marketing's role in the implementation of business strategies: A critical review and conceptual framework", Journal of Marketing, Vol. 51 pp.15 - 33.
R. Wilson (1989), "Deterrence in oligopolistic competition", in P.C. Stern, R. Axelrod, R. Jervis, R. Radner (Eds),Oxford University Press, New York, NY, pp.157 - 190.
Y. Wind (1990), "Getting a read on market-defined ‘value’", Journal of Pricing Management, Vol. 1 pp.41 - 49.
Y. Wind, J.F. Grashoff, J.D. Goldhar (1978), "Market-based guidelines for, design of industrial products", Journal of Marketing, Vol. 42 pp.27 - 37.
A.G. Woodside, T. Ozcan (2009), "Customer choices of manufacturer versus retailer brands in alternative price and usage contexts", Journal of Retailing and Consumer Services, Vol. 16 pp.100 - 108.
A.G. Woodside, W.G. Pearce (1989), "Testing market segment acceptance of new designs of industrial services", Journal of Product Innovation Management, Vol. 6 pp.185 - 301.
A.G. Woodside, R.H. Sanderson, R.J. Brodie (1988), "Testing acceptance of a new industrial service", Industrial Marketing Management, Vol. 17 pp.65 - 71.
L. Xia, K.B. Monroe, J.L. Cox (2004), "The price is unfair! A conceptual framework of price fairness perceptions", Journal of Marketing, Vol. 68 pp.1 - 15.
V.A. Zeithaml (1988), "Consumer perceptions of price, quality, and value: A means-end model and synthesis of evidence", Journal of Marketing, Vol. 52 pp.2 - 22.
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