期刊名称：Annals of the University of Oradea : Economic Science
印刷版ISSN：1222-569X
电子版ISSN：1582-5450
出版年度：2005
卷号：XIV
页码：705-708
出版社：University of Oradea
摘要：In a proactive approach, pricing strategy is based on perceived value that is the trade-off
between perceived benefits in the product/service and the perceived sacrifice of acquiring and using
the product/service. There are five steps of value-oriented pricing: conceptualize customer value,
understand the key value drivers for customer, calculate customer value, communicate value to
customer, and develop ways to capture customer value.
