Towards supply chain collaboration in B2B pricing A critical literature review and research agenda
Towards supply chain collaboration in B2B pricing A critical literature review and research agenda
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DOI：
10.1108/ijopm-03-2015-0124
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发表时间：
2016-01-01
影响因子：
9.9
通讯作者：
Romano, Pietro
中科院分区：
文献类型：
--
作者：
Formentini, Marco;Romano, Pietro
目的-企业对企业（B2B）定价的研究主要集中在供应商的定价过程中，因此采用传统的内部视角，并将定价视为利润分配参数，而不是与客户合作的机会。最近，在B2B定价过程中通过拥抱供应链视角来发展双赢合作关系的机会已经开始引起多个研究领域学者的注意，他们使用不同的定义，观点和方法强调了这一主题的出现。本文的目的是为了解决需要整合的知识碎片体对B2B定价对供应链collaboration.Design/方法/approach -这一关键的文献综述采用了跨学科的方法，侧重于工业营销和运营和供应链管理areas.Findings -作者提供了一个关键的综合和讨论结构在四个流围绕两个维度，即“延伸”的定价过程中的合作沿着供应链和“方向”的合作。研究限制/影响-借鉴文献的差距，本文最后提出了一个议程，为未来的研究有关的主题，为学者和从业者。独创性/价值-本文提供了一个新的全面的看法，在B2B定价过程中的供应链合作，并提供了机会，加强不同的研究领域的对话。
Purpose - Research on business-to-business (B2B) pricing has been mainly focussed on the supplier's pricing process, thus adopting traditionally an internal perspective and perceiving pricing as a profit distribution parameter rather than an opportunity for collaboration with customers. Recently, the opportunity to develop win-win, collaborative relationships in the B2B pricing process by embracing a supply chain perspective has started to attract the attention of scholars across several research streams, who have highlighted the emergence of this topic using different definitions, perspectives and methodologies. The purpose of this paper is to address the need for integrating the fragmented body of knowledge on B2B pricing toward supply chain collaboration.Design/methodology/approach - This critical literature review adopts an interdisciplinary approach, focussing on industrial marketing and operations and supply chain management areas.Findings - The authors provide a critical synthesis and discussion structured in four streams clustered around two dimensions, i.e. the "extension" of the collaboration in the pricing process along the supply chain and the "direction" of collaboration.Research limitations/implications - Drawing on the literature gaps, the paper concludes by proposing an agenda for future research for a relevant topic both for academics and practitioners.Originality/value - This paper offers a novel comprehensive view of the supply chain collaboration in the B2B pricing process and provides opportunities for intensifying dialogue across different research areas.