Managerial Pricing


Special issue of Journal of the Global Academy of Marketing Science, Edited by Gerald E. Smith and George J. Avlonitis; Deadline 1 Mar 2012

Journal of the Global Academy of Marketing Science
Special Issue on Managerial Pricing
Submission deadline: March 1, 2012
The Journal of the Global Academy of Marketing Science invites authors to submit papers for the Special Issue on Managerial Pricing. Guest Editors for this special issue: Gerald E. Smith, Boston College and George J. Avlonitis, Athens University of Economics & Business
Managerial pricing refers to the domain of pricing decisions and actions managers take to manage the market price for their product or service in the marketplace. Managerial pricing problems are found in various types of pricing-related activities, ranging from pricing strategy or strategies, pricing policy, pricing methods, managing in price competition, or pricing implementation. Thus, managerial pricing is distinct from behavioral pricing, which focuses predominantly on consumer decision processes relating to pricing, including areas such as price perceptions, consumer information processing of price, or reference price.
Behavioral pricing has become the focus of considerable research in different journals and conferences, but managerial pricing has received less attention. Within the field of managerial pricing there is considerable opportunity and need for new research. Researchers have explored pricing strategy and various strategic pricing models; some have proposed useful typologies; others have quantitatively described how these models are used in practice. Other researchers have studied who in the organization is involved in making pricing decisions, or the types of objective that drive price decision making. These are important areas, but there are many opportunities that remain unexplored. There are issues relating to centralized versus decentralized price decision-making, flexible versus rigid pricing policies, price negotiations within the organization, or price negotiations with customers or external influencers (e.g., governmental influence in pharmaceutical pricing).
Recent research has conceptualized pricing as an organizational capability,similar to an R&D function, or a procurement function that organizations invest in, or build skills in. There is a need to describe the pricing capability, to explore how firms invest in, build, and manage this function. This includes pricing-related assets, price-management skills, and price-management decision processes, procedures, and routines.
The aim of the special issue is to solicit and publish papers that provide new insights, new empirical findings, and new thinking about managerial pricing. We therefore encourage submissions in the following areas:
Auction pricing, including internet-based auctions
Costing and Pricing (e.g., Activity-Based-Costing, etc.)
Transfer pricing
Pricing objectives
Pricing strategies
Bundling strategies
International pricing
Internet pricing
Negotiated pricing
Price competition
Price guarantees and refund/return policies
Pricing in distribution channels
Product line pricing/category management
Promotional pricing
Public policy and price controls
Yield management pricing
Revenue management
Price menus and menu management
Price Positioning
Pricing in the Field Sales Force
Segmentation pricing
Managing price sensitivity
Pricing implementation
Pricing in the organization
Instructions to the authors
Articles should be submitted electronically. Please use PDF format. Submissions should be double spaced and typeset in 11 pt font format, and include all author contact information on the first page. We limit the length of the articles submitted to this special issue to 40 pages, including figures and tables. See the author instructions at for more details.
Anticipated Schedule
Submission deadline: March 1, 2012
Notification of acceptance: June 15, 2012
The schedule may be subject to revisions. Prospective authors are invited to make themselves known to the editors ahead of time to facilitate the harmonization of the issue and ensure that the authors will be informed of any changes.
Tips for a successful paper
·         The abstract should state: thesis, method, results, conclusions.
·         The introduction should not paraphrase the abstract but rather introduce the thesis and motivate the research.
·         The conclusion should summarize the results, the main advantages and disadvantages of this research, contrast with other work in this research area, and propose further directions. There should always be a conclusion.
·         Avoid redundancy. Favor conciseness and precision.
·         Reference Figures or Tables in the text, and place at the end of the manuscript.
·         In general be "nice" to the reader: be as clear as possible.
Submission and Further information
Please contact the special issue guest editors with any queries; send your submission to both guest editors: Gerald Smith, Chair, Marketing Department, Caroll Graduate School of Management, Boston College, Chestnut Hill, MA 02467, Tel: +1 617 552 0427; Fax: +1 617 662 6677, gerald.smith@bc.eduGeorge J. Avlonitis, Professor of Marketing, Chairman of the Department of Marketing & Communication, Athens University of Economics & Business, 47A Evelpidon & 33 Lefkados Str. 113 62 Athens, Greece, Tel: +30 210 82 31 931; Fax: +30 210 82 03 607,