"The decision was reached pragmatically on the basis of price, capability and scheduling considerations -- not necessarily three factors that have determined procurement decisions in the past," Mr. Appathurai said.
Affordable EVs, not F-150s, are going to win in places like China and India, where price, capability and sustainability aren't mutually exclusive.
For more on pricing capabilities, see S. Dutta, M. Bergen, D. Levy, M. Ritson and M. Zbaracki, "Pricing as a Strategic Capability," MIT Sloan Management Review 43, no. 3 (spring 2002): 61-66.
For many companies, pricing capabilities are increasingly critical to their ability to implement their strategies.
In rebuilding market power, finely detailed pricing capabilities continue to play a critical role.
But for many industrial companies, developing advanced pricing capabilities has not been a priority.
OpenSite, which is based in Durham, N.C., provides a range of software products and services for customers who need so-called dynamic pricing capabilities.
But the company has elected to make neither its new pricing capabilities nor its long-standing low prices part of its marketing efforts for e-commerce.
This study also documents a relationship between decision making rationality and pricing capabilities (but not firm performance) thus suggesting that intuition in pricing decisions could drive firm performance.
To help companies understand the state of pricing capabilities and how they figure into performance, Bain & Company conducted a global survey of sales leaders, vice presidents of pricing, CEOs, CMOs, and other executives at more than 1,700 B2B companies, gathering their self-rating of 42 pricing capabilities and outcomes.
