Andreas HINTERHUBER
- Position
- Associate Professor
- Telephone
- 041 234 6975 / 041 234 6678
-
andreas.hinterhuber@unive.it
- Scientific sector (SSD)
- Economia e gestione delle imprese [ECON-07/A]
- Website
-
www.unive.it/people/andreas.hinterhuber (personal record)
- Office
-
Venice School of Management
Website: https://www.unive.it/dep.management
Where: San Giobbe
Publications
| Year | Type | Publication |
|---|---|---|
| Year | Type | Publication |
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| 2025 | Journal Article |
Khan, owais; hinterhuber, andreas An experimental study on the susceptibility of purchasing managers to greenwashing in SCIENTIFIC REPORTS, vol. 15, pp. 1-13 (ISSN 2045-2322) DOI - URL correlato - ARCA card: 10278/5092207 |
| 2025 | Journal Article |
Hinterhuber, Andreas; Hu, Juanli From Viewers to Buyers: Drivers of Customer Engagement in E-Commerce Livestreaming in JOURNAL OF GLOBAL INFORMATION MANAGEMENT, vol. 33, pp. 1-29 (ISSN 1062-7375) DOI - ARCA card: 10278/5090787 |
| 2025 | Journal Article |
Benedetta Marini, Owais Khan, Andreas Hinterhuber Impact of online influencer marketing on consumers’ willingness to pay more in JOURNAL OF MARKETING COMMUNICATIONS, vol. in press (ISSN 1352-7266) DOI - URL correlato - ARCA card: 10278/5100768 |
| 2025 | Journal Article |
Khan, Owais; Hinterhuber, Andreas Personality traits and willingness to pay for sustainability in supply chains in JOURNAL OF REVENUE AND PRICING MANAGEMENT, vol. 24, pp. 3-11 (ISSN 1476-6930) DOI - ARCA card: 10278/5085667 |
| 2025 | Journal Article |
Hinterhuber, Andreas; Owais, Khan What drives sustainable procurement? Insights from the theory of planned behavior in INTERNATIONAL JOURNAL OF OPERATIONS & PRODUCTION MANAGEMENT, vol. 45, pp. 28-52 (ISSN 0144-3577) DOI - ARCA card: 10278/5088927 |
| 2025 | Abstract in Atti di convegno |
Hinterhuber, Andreas The sales manager as entrepreneur– a blessing or a curse? , AI beyond the frontiers of technology and knowledge, Del Val Nunez, M., Convegno: 22nd Academy of innovation, entrepreneurship, and knowledge (ACIEK) conference, June 18-20, 2025 - ARCA card: 10278/5099667 |
| 2024 | Journal Article |
Khan, Owais; Hinterhuber, Andreas Antecedents and Consequences of Procurement Managers’ Willingness to Pay for Sustainability: A Multi-Level Perspective in INTERNATIONAL JOURNAL OF OPERATIONS & PRODUCTION MANAGEMENT, vol. 44, pp. 1-33 (ISSN 0144-3577) DOI - ARCA card: 10278/5046045 |
| 2024 | Journal Article |
Malasevska, Iveta; Haugom, Erik; Lien, Gudbrand; Hinterhuber, Andreas; Alnes, Per Kristian Managing structural constraints in recreational alpine skiing: a choice modelling approach in MANAGING SPORT AND LEISURE, vol. 29, pp. 340-353 (ISSN 2375-0480) DOI - ARCA card: 10278/3749206 |
| 2024 | Journal Article |
Khan, Owais; Varaksina, Nina; Hinterhuber, Andreas The influence of cultural differences on consumers’ willingness to pay more for sustainable fashion in JOURNAL OF CLEANER PRODUCTION, vol. 442 (ISSN 0959-6526) DOI - URL correlato - ARCA card: 10278/5048085 |
| 2024 | Journal Article |
Hinterhuber, Andreas What every manager should know about pricing in JOURNAL OF BUSINESS STRATEGY, vol. 45, pp. 253-266 (ISSN 0275-6668) DOI - ARCA card: 10278/5046046 |
| 2024 | Journal Article |
Ørjan Mydland; Andreas Hinterhuber; Iveta Malasevska; Per-Kristian Alnes; Erik Haugom; Gudbrand Lien Willingness to pay for sustainability – the interplay between voluntary actions and forced choices in SCANDINAVIAN JOURNAL OF HOSPITALITY AND TOURISM, vol. 24, pp. 317-331 (ISSN 1502-2250) DOI - ARCA card: 10278/5082821 |
| 2024 | Book Article |
Hinterhuber, Andreas Cross-cultural differences of price perceptions , Elgar Encyclopedia of Pricing, Cheltenham, UK., Edward Elgar Publishing, pp. 63-67 (ISBN 9781035307302) DOI - ARCA card: 10278/5063161 |
| 2024 | Book Article |
Hinterhuber, Andreas Value quantification , Elgar Encyclopedia of Pricing, Cheltenham, UK., Edward Elgar Publishing, pp. 323-333 (ISBN 9781035307302) DOI - ARCA card: 10278/5063147 |
| 2024 | Book Article |
Hinterhuber, Andreas Value-based pricing: a framework , Elgar Encyclopedia of Pricing, Cheltenham, UK., Edward Elgar Publishing, pp. 306-313 (ISBN 9781035307302) DOI - ARCA card: 10278/5063146 |
| 2024 | Book Article |
Hinterhuber, Andreas Willingness to pay (WTP) scales , Elgar Encyclopedia of Pricing, Cheltenham, UK., Edward Elgar Publishing, pp. 354-359 (ISBN 9781035307302) DOI - ARCA card: 10278/5063149 |
| 2024 | Prefazione/Postfazione |
Hinterhuber, Andreas Preface , Elgar Encyclopedia of Pricing, Cheltenham, UK., Edward Elgar Publishing, pp. 11-11 (ISBN 9781035307302) - ARCA card: 10278/5063145 |
| 2024 | Abstract in Atti di convegno |
Andreas Hinterhuber; Owais Khan Antecedents and consequences of unethical sales behavior , Sales Management and OFR, American Marketing Association, vol. 35, pp. 868-869, Convegno: 2024 AMA Winter Academic Conference, 23/02/2024 (ISBN 978-0-87757-018-9) - URL correlato - ARCA card: 10278/5051982 |
| 2024 | Abstract in Atti di convegno |
Owais Khan; Andreas Hinterhuber Antecedents of Sustainable Procurement: A Theory of Planned Behavior Perspective in Owais Khan, Andreas Hinterhuber, Supply Chain and Logistics, IEOM Society International, Convegno: 3rd Australian Industrial Engineering and Operations Management Conference, 24/09/2024 (ISBN 979-8-3507-1738-9) DOI - URL correlato - ARCA card: 10278/5077862 |
| 2024 | Abstract in Atti di convegno |
Hinterhuber, Andreas; Khan, Owais Breaking Bad: Antecedents and Performance Consequences of Unethical Negotiation Behavior in Sales , 2024 ISBM Academic Conference, The Pennsylvania State University, Smeal College of Business, State College, PA, Convegno: Institute for the Study of Business Markets (ISBM), The Pennsylvania State University, Smeal College of Business, 4-6 June - ARCA card: 10278/5063143 |
| 2024 | Abstract in Atti di convegno |
Hinterhuber, Andreas; Khan Owais Breaking bad: Antecedents and performance consequences of unethical negotiation behavior in sales , 8th Biennial Enhancing Sales Force Productivity Conference, Hautamäki, Pia, Convegno: Enhancing Sales Force Productivity Conference, 20-22 May - ARCA card: 10278/5063141 |
| 2024 | Abstract in Atti di convegno |
Hinterhuber, Andreas Entrepreneurial orientation in sales managers – blessing or curse? , 8th Biennial Enhancing Sales Force Productivity Conference, Hautamäki, Pia, Convegno: Enhancing Sales Force Productivity Conference, 20-22 May - ARCA card: 10278/5063142 |
| 2024 | Abstract in Atti di convegno |
Owais Khan; Andreas Hinterhuber The role of willingness to pay for sustainable procurement in improving organizational performance , Sustainability, Social Responsibility, and Social Justice, American Marketing Association, vol. 35, pp. 1203-1204, Convegno: 2024 AMA Winter Academic Conference, 23/02/2024 (ISBN 978-0-87757-018-9) - URL correlato - ARCA card: 10278/5051981 |
| 2024 | Poster in Atti di convegno |
Owais Khan; Andreas Hinterhuber Personality Traits for Implementing Sustainable Procurement in Owais Khan, Andreas Hinterhuber, 5th International Conference - Strategies toward Green Deal Implementation: Water, Raw Materials & Energy in Green Transition, Mineral and Energy Economy Research Institute, Polish Academy of Sciences, pp. 245-245, Convegno: 5th International Conference - Strategies toward Green Deal Implementation: Water, Raw Materials & Energy in Green Transition, 29/11/2024 (ISBN 978-83-67606-49-3) - URL correlato - ARCA card: 10278/5084468 |
| 2024 | Curatorship |
(a cura di) Hinterhuber, Andreas Elgar Encyclopedia of Pricing , Cheltenham, UK., Edward Elgar Publishing, pp. 1-372 (ISBN 9781035307302) DOI - ARCA card: 10278/5063144 |
| 2023 | Journal Article |
Torresan, Stefano; Hinterhuber, Andreas Continuous learning at work: the power of gamification in MANAGEMENT DECISION, vol. 61, pp. 386-412 (ISSN 0025-1747) DOI - ARCA card: 10278/5046048 |
| 2023 | Journal Article |
Hinterhuber, Andreas; Viberti, Sara Pricing practices of football and basketball clubs in Italy in JOURNAL OF REVENUE AND PRICING MANAGEMENT, vol. 22, pp. 201-206 (ISSN 1476-6930) DOI - ARCA card: 10278/3740803 |
| 2023 | Journal Article |
Banciu, Mihai; Hinterhuber, Andreas; Ødegaard, Fredrik Revenue management in sports, live entertainment and arts in JOURNAL OF REVENUE AND PRICING MANAGEMENT, vol. 22, pp. 185-187 (ISSN 1476-6930) DOI - ARCA card: 10278/5021607 |
| 2023 | Journal Article |
Malasevska, I; Hinterhuber, A; Haugom, E; Lien, GD; Alnes, PK Sustainable consumption of services: willingness-to-pay for sustainable alpine skiing experience in SCANDINAVIAN JOURNAL OF HOSPITALITY AND TOURISM, vol. 23, pp. 300-324 (ISSN 1502-2250) DOI - ARCA card: 10278/5046047 |
| 2023 | Book Article |
Liozu, Stephan; Hinterhuber, Andreas Introduction , Digital Pricing Strategy: Capturing Value from Digital Innovations, Milton Park, Routledge, pp. 1-8 (ISBN 9781032127729) - ARCA card: 10278/5011384 |
| 2023 | Book Article |
Andreas Hinterhuber Pricing across cultures-a framework , Cross-Cultural Marketing: European Perspectives, Cheltenham, UK., Edward Elgar Publishing, pp. 218-233 (ISBN 9781800889767) - ARCA card: 10278/5056821 |
| 2023 | Book Article |
Hinterhuber, Andreas SaaS Pricing: From Subscriptions to Usage-Based Pricing Models , Digital Pricing Strategy: Capturing Value from Digital Innovations, Milton Park, Routledge, pp. 71-82 (ISBN 9781032127729) DOI - ARCA card: 10278/5010964 |
| 2023 | Abstract in Atti di convegno |
Hinterhuber, Andreas The Sales Manager as Entrepreneur – Are You Sure? , Academy of Management Proceedings, Academy of Management, vol. 2023, Convegno: Academy of Management 83rd AOM Meeting, 6-8 August (ISSN 0065-0668) DOI - ARCA card: 10278/5046080 |
| 2023 | Curatorship |
(a cura di) Liozu, Stephan; Hinterhuber, Andreas Digital Pricing Strategy: Capturing Value from Digital Innovations , Milton Park, Routledge, pp. 1-311 (ISBN 9781032127729) DOI - ARCA card: 10278/5010963 |
| 2022 | Scientific monograph or treatise |
Tiziano VESCOVI, Andreas Hinterhuber, Anilkumar Dave, Rosana Fabbiani, Francesca Hansstein, Beverly Wagner, Juliette Wilson, Enav Friedman, Merav Weiss-Sidi, Vera Costantini Cross-Cultural marketing: European Perspectives , Edward Elgar (ISBN 978-180088-974-3) - ARCA card: 10278/3752626 |
| 2022 | Journal Article |
Hinterhuber, Andreas Digital transformation, the Holy Grail, and the disruption of business models: An interview with Michael Nilles in BUSINESS HORIZONS, vol. 65, pp. 261-265 (ISSN 0007-6813) DOI - ARCA card: 10278/3739745 |
| 2022 | Journal Article |
Liozu S.M.; Hinterhuber A. Pricing and CEOs: why top executives need to get involved in JOURNAL OF BUSINESS STRATEGY, vol. 43, pp. 283-290 (ISSN 0275-6668) DOI - ARCA card: 10278/3743339 |
| 2022 | Journal Article |
Liozu, Stephan; Hinterhuber, Andreas Pricing as a driver of profitable growth: An agenda for CEOs and senior executives in BUSINESS HORIZONS, vol. 65, pp. 457-467 (ISSN 0007-6813) DOI - ARCA card: 10278/3740535 |
| 2022 | Book Article |
Hinterhuber, Andreas; Heutger, Matthias Interview: Implementing value quantifcation in B2B , Value First, Then Price: Building Value-Based Pricing Strategies, Milton Park, Routledge, pp. 193-198 (ISBN 9781032012124) DOI - ARCA card: 10278/5010884 |
| 2022 | Book Article |
Hinterhuber, Andreas; Snelgrove, Todd C.; Quancard, Bernard L. Interview: Nurturing value quantification capabilities in strategic account managers , Value First, Then Price: Building Value-Based Pricing Strategies, Milton Park, Routledge, pp. 48-55 (ISBN 9781032012124) DOI - ARCA card: 10278/5010881 |
| 2022 | Book Article |
Hinterhuber, Andreas; Russell, Robert Interview: Processes and capabilities for value quantifiction , Value First, Then Price: Building Value-Based Pricing Strategies, Milton Park, Routledge, pp. 26-37 (ISBN 9781032012124) DOI - ARCA card: 10278/5010880 |
| 2022 | Book Article |
Hinterhuber, Andreas; Kemps, Pascal Interview: The ring of truth – value quantification in B2B services , Value First, Then Price: Building Value-Based Pricing Strategies, Milton Park, Routledge, pp. 199-214 (ISBN 9781032012124) DOI - ARCA card: 10278/5010885 |
| 2022 | Book Article |
Hinterhuber, Andreas; Snelgrove, Todd Introduction: quantifying and documenting value in business markets , Value First, Then Price: Building Value-Based Pricing Strategies, Milton Park, Routledge, pp. 3-13 (ISBN 9781032012124) DOI - ARCA card: 10278/5010870 |
| 2022 | Book Article |
Hinterhuber, Andreas Value quantification – processes and best practices to document and quantify value in B2B , Value First, Then Price: Building Value-Based Pricing Strategies, Milton Park, Routledge, pp. 67-80 (ISBN 9781032012124) DOI - ARCA card: 10278/5010882 |
| 2022 | Article in Conference Proceedings |
Andreas Hinterhuber; Iveta Malasevska; Erik Haugom; Gudbrand Lien; Per Kristian Alnes Sustainable Consumption of Services: Willingness-to-Pay for Sustainable Alpine Skiing Experience , Creating a better world together, Academy of Management, Convegno: 82nd Annual Meeting of the Academy of Management, 5-9 August - ARCA card: 10278/3762149 |
| 2022 | Abstract in Atti di convegno |
Andreas Hinterhuber; Iveta Malasevska; Erik Haugom; Per Kristian Alnes Sustainable Consumption of Services: Willingness-to-Pay for Sustainable Alpine Skiing Experience , 39th Ebes Conference, Eurasia Business and Economic Society (EBES), Convegno: 39th EBES Conference, 6-8 April 2022 - ARCA card: 10278/3754949 |
| 2022 | Abstract in Atti di convegno |
Iveta Malasevska;
Andreas Hinterhuber;
Erik Haugom;
Gudbrand Lien;
Per-Kristian Alnes Sustainable consumption of services: Willingness-to pay for sustainable alpine skiing experience , Greening, Digitizing and Redefining Aims in an Uncertain and Finite World, Academy of Innovation, Entrepreneurship, and Knowledge (ACIEK), Convegno: 16th Academy of Innovation, Entrepreneurship, and Knowledge Conference, 28-30 June - ARCA card: 10278/3762150 |
| 2022 | Abstract in Atti di convegno |
Hinterhuber, Andreas; Malasevska, Iveta; Haugom, Erik; Mydland, Orjan ; Alnes, Per-Kristian; Lien, Gudbrand Sustainable consumption of services: willingness-to-pay for sustainable alpine skiing experience , 2022, American Marketing Association, Convegno: AMA Summer Academic Conference - ARCA card: 10278/3758300 |
| 2022 | Curatorship |
(a cura di) Hinterhuber, Andreas; Snelgrove, Todd Value First, Then Price: Building Value-Based Pricing Strategies , Milton Park, Routledge, pp. 1-288 (ISBN 9781032012124) DOI - ARCA card: 10278/5010869 |
| 2021 | Journal Article |
Liozu S.M.; Feurer S.; Hinterhuber A.; Woodside A. Configurational theory and practices of firms employing multiple pricing policies: assessing effective and ineffective pricing recipes in multiple firm contexts in JOURNAL OF REVENUE AND PRICING MANAGEMENT, vol. 20, pp. 420-435 (ISSN 1476-6930) DOI - ARCA card: 10278/3739747 |
| 2021 | Journal Article |
Hinterhuber, Andreas; Kienzler, Mario; Liozu, Stephan New product pricing in business markets: The role of psychological traits in JOURNAL OF BUSINESS RESEARCH, vol. 133, pp. 231-241 (ISSN 0148-2963) DOI - ARCA card: 10278/3739976 |
| 2021 | Journal Article |
Liozu S.M.; Hinterhuber A. Special issue editorial: “Organizing for pricing excellence” in JOURNAL OF REVENUE AND PRICING MANAGEMENT, vol. 20, pp. 387-389 (ISSN 1476-6930) DOI - ARCA card: 10278/3739748 |
| 2021 | Journal Article |
Hinterhuber A.; Snelgrove T.C.; Stensson B.-I. Value first, then price: the new paradigm of B2B buying and selling in JOURNAL OF REVENUE AND PRICING MANAGEMENT, vol. 20, pp. 403-409 (ISSN 1476-6930) DOI - ARCA card: 10278/3739746 |
| 2021 | Book Article |
Hinterhuber A.; Liozu S.M. Digital transformation and the role of customer-centric innovation: Interview with the chief value officer, Thales , Managing Digital Transformation: Understanding the Strategic Process, Milton Park, UK, Taylor and Francis Inc., pp. 186-191 (ISBN 978-100300863-7) - ARCA card: 10278/3754981 |
| 2021 | Book Article |
Pieretto E.; Hinterhuber A. Digital transformation of manufacturing firms: Opportunities and challenges for SMEs , Managing Digital Transformation: Understanding the Strategic Process, Milton Park, UK, Taylor and Francis Inc., pp. 211-239 (ISBN 978-100300863-7) - ARCA card: 10278/3754982 |
| 2021 | Book Article |
Hinterhuber A.; Nilles M. Digital transformation, the Holy Grail and the disruption of business models: Interview with Michael Nilles, Chief Digital and Information Officer, Henkel in Andreas Hinterhuber, Tiziano Vescovi, Francesca Checchinato, Managing Digital Transformation: Understanding the Strategic Process, Milton Park, UK, Taylor and Francis Inc., pp. 120-126 (ISBN 978-100300863-7) - ARCA card: 10278/3754979 |
| 2021 | Book Article |
Hinterhuber Andreas, Vescovi Tiziano, Checchinato Francesca Digital transformation: an overview , Managing Digital Transformation. Understanding the Strategic Process, Milton Park, UK, Routledge, pp. 3-10 (ISBN 9780367441975) - ARCA card: 10278/3740682 |
| 2021 | Book Article |
Hinterhuber A.; Hellwig J. Internal start-ups as a driving force in the digitalization of traditional businesses: Interview with Jörg Hellwig, Chief Digital Officer, Lanxess , Managing Digital Transformation: Understanding the Strategic Process, Taylor and Francis Inc., pp. 156-161 (ISBN 978-100300863-7) - ARCA card: 10278/3754980 |
| 2021 | Book Article |
Checchinato Francesca, Hinterhuber Andreas , Vescovi Tiziano Our roadmap to digital transformation , Managing Digital Transformation: Understanding the Strategic Process, Routledge, pp. 273-277 (ISBN 978-100300863-7; 978-036744268-2) - ARCA card: 10278/3741619 |
| 2021 | Book Article |
Hinterhuber A.; Stroh S. The three pillars of digital transformation: Improving the core, building new business models, and developing digital capabilities , Managing Digital Transformation: Understanding the Strategic Process, Milton Park, UK, Taylor and Francis Inc., pp. 67-72 (ISBN 978-100300863-7) - ARCA card: 10278/3754978 |
| 2021 | Curatorship |
(a cura di) Hinterhuber Andreas, Vescovi Tiziano, Checchinato Francesca Managing Digital Transformation: Understanding the Strategic Process , Milton Park, UK, Routledge, pp. 1-282 (ISBN 9780367441975) - ARCA card: 10278/3740874 |
| 2020 | Journal Article |
Malasevska, Iveta; Haugom, Erik; Hinterhuber, Andreas; Lien, Gudbrand; Mydland, Ørjan Dynamic pricing assuming demand shifting: the alpine skiing industry in JOURNAL OF TRAVEL & TOURISM MARKETING, vol. 37, pp. 785-803 (ISSN 1054-8408) DOI - ARCA card: 10278/3733556 |
| 2020 | Journal Article |
Hinterhuber, Andreas; Snelgrove, Todd C. The Present and Future of Value Quantification in JOURNAL OF CREATING VALUE, vol. 6, pp. 295-303 (ISSN 2394-9643) DOI - ARCA card: 10278/3733562 |
| 2020 | Book Article |
Hinterhuber, Andreas Implementing pricing strategies: The frameworks to drive profits by pricing actions , Pricing Strategy Implementation Translating Pricing Strategy into Results, Milton Park (UK), Taylor and Francis Inc., pp. 11-21 (ISBN 978-1-138-33217-1) - ARCA card: 10278/3715861 |
| 2020 | Book Article |
Hinterhuber, Andreas; Liozu, Stephan Introduction: Implementing pricing strategies , Pricing Strategy Implementation Translating Pricing Strategy into Results, Milton Park (UK), Taylor and Francis Inc., pp. 3-8 (ISBN 978-1-138-33217-1) - ARCA card: 10278/3715860 |
| 2020 | Book Article |
Hinterhuber, Andreas Pricing large deals: Insights into capabilities and tools that help to win large deals profitably , Pricing Strategy Implementation Translating Pricing Strategy into Results, Milton Park (UK), Taylor and Francis Inc., pp. 103-110 (ISBN 978-1-138-33217-1) - ARCA card: 10278/3715866 |
| 2020 | Book Article |
Hinterhuber, Andreas; Cespedes, Frank The role of the sales force in pricing strategy implementation , Pricing Strategy Implementation Translating Pricing Strategy into Results, Milton Park (UK), Taylor and Francis Inc., pp. 37-44 (ISBN 978-1-138-33217-1) - ARCA card: 10278/3715862 |
| 2020 | Book Article |
Hinterhuber, Andreas; Quancard, Bernard The strategic account manager as ecosystem captain: Driving profits via pricing , Pricing Strategy Implementation Translating Pricing Strategy into Results, Milton Park (UK), Taylor and Francis Inc., pp. 45-54 (ISBN 978-1-138-33217-1) - ARCA card: 10278/3715865 |
| 2020 | Curatorship |
(a cura di) Hinterhuber, Andreas; Liozu, Stephan Pricing Strategy Implementation: Translating Pricing Strategy into Results , Milton Park (UK), Taylor and Francis Inc., pp. 1-162 (ISBN 978-1-138-33217-1) - ARCA card: 10278/3715859 |
| 2019 | Journal Article |
Hinterhuber, Andreas; Quancard, Bernard Farewell to the pricing manager: new ecosystem captains drive profits via pricing in JOURNAL OF BUSINESS STRATEGY, vol. 40, pp. 18-27 (ISSN 0275-6668) DOI - ARCA card: 10278/3715858 |
| 2019 | Review in magazine |
Hinterhuber, Andreas Robert L. Phillips: Pricing credit products in JOURNAL OF REVENUE AND PRICING MANAGEMENT, vol. 18, pp. 483-484 (ISSN 1476-6930) DOI - ARCA card: 10278/3720094 |
| 2018 | Journal Article |
Hinterhuber, A. ; Pollono, E. ; Shafer, M. Elevating the cost of doing nothing: An interview with Mark Shafer in JOURNAL OF REVENUE AND PRICING MANAGEMENT, vol. 17, pp. 3-10 (ISSN 1476-6930) DOI - URL correlato - ARCA card: 10278/3703681 |
| 2018 | Journal Article |
Hinterhuber, Andreas Implementing pricing strategies in JOURNAL OF REVENUE AND PRICING MANAGEMENT, vol. 17, pp. 1-2 (ISSN 1476-6930) DOI - ARCA card: 10278/3703787 |
| 2018 | Journal Article |
Hinterhuber, A. ; Liozu, S.M. Thoughts: premium pricing in B2C and B2B in JOURNAL OF REVENUE AND PRICING MANAGEMENT, vol. 17, pp. 301-305 (ISSN 1476-6930) DOI - URL correlato - ARCA card: 10278/3703665 |
| 2017 | Journal Article |
Hinterhuber, Andreas; Liozu, Stephan M. The micro-foundations of pricing in JOURNAL OF BUSINESS RESEARCH, vol. 76, pp. 159-162 (ISSN 0148-2963) DOI - ARCA card: 10278/3703789 |
| 2017 | Journal Article |
Hinterhuber, A. Value quantification capabilities in industrial markets in JOURNAL OF BUSINESS RESEARCH, vol. 76, pp. 163-178 (ISSN 0148-2963) DOI - URL correlato - ARCA card: 10278/3703664 |
| 2017 | Review in magazine |
Hinterhuber, Andreas The strategy and tactics of pricing: A guide to growing more profitably (6e) in JOURNAL OF REVENUE AND PRICING MANAGEMENT, vol. 16, pp. 640-643 (ISSN 1476-6930) DOI - ARCA card: 10278/3703838 |
| 2017 | Book Article |
Hinterhuber, Andreas; Liozu, Stephan Innovation in pricing: Introduction in Hinterhuber, Andreas; Liozu, Stephan, Innovation in Pricing: Contemporary Theories and Best Practices, Second Edition, Milton Park, Taylor and Francis Inc., pp. 3-10 (ISBN 9781315184845) DOI - ARCA card: 10278/3703795 |
| 2017 | Book Article |
Hinterhuber, Andreas; Snelgrove, Todd Interview: How a vice president of value can drive profits in B2B , Innovation in Pricing: Contemporary Theories and Best Practices, Second Edition, Milton Park, Taylor and Francis Inc., pp. 123-136 (ISBN 9781315184845) DOI - ARCA card: 10278/3703785 |
| 2017 | Book Article |
Hinterhuber, Andreas; Liozu, Stephan Is innovation in pricing your next source of competitive advantage? , Innovation in Pricing: Contemporary Theories and Best Practices, Second Edition, Milton Park, Taylor and Francis Inc., pp. 11-28 (ISBN 9781315184845) DOI - ARCA card: 10278/3703722 |
| 2017 | Curatorship |
(a cura di) Hinterhuber, A.; Liozu, S.M. Innovation in pricing: Contemporary theories and best practices, second edition , Milton Park, Taylor and Francis Inc., pp. 1-406 (ISBN 978-135173236-9) DOI - URL correlato - ARCA card: 10278/3703702 |
| 2016 | Journal Article |
Hinterhuber, A. The six pricing myths that kill profits in BUSINESS HORIZONS, vol. 59, pp. 71-83 (ISSN 0007-6813) DOI - URL correlato - ARCA card: 10278/3703602 |
| 2016 | Book Article |
Hinterhuber, Andreas*; Heutger, Matthias Interview: Implementing value quantification in B2B , Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers, Milton Park, Taylor and Francis, pp. 153-159 (ISBN 9781138101623) DOI - URL correlato - ARCA card: 10278/3703832 |
| 2016 | Book Article |
Hinterhuber, Andreas*; Snelgrove, Todd C.; Quancard, Bernard L. Interview: Nurturing value quantification capabilities in strategic account managers , Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers, Milton Park, Taylor and Francis, pp. 39-48 (ISBN 9781138101623) DOI - URL correlato - ARCA card: 10278/3703826 |
| 2016 | Book Article |
Hinterhuber, Andreas*; Russell, Robert Interview: Processes and capabilities for value quantification , Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers, Milton Park, Taylor and Francis, pp. 15-27 (ISBN 9781138101623) DOI - URL correlato - ARCA card: 10278/3703828 |
| 2016 | Book Article |
Hinterhuber, Andreas*; Kemps, Pascal Interview: The ring of truth-Value quantification in B2B services , Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers, Milton Park, Taylor and Francis, pp. 161-177 (ISBN 9781138101623) DOI - URL correlato - ARCA card: 10278/3703830 |
| 2016 | Book Article |
Hinterhuber, Andreas*; Snelgrove, Todd C. Introduction: Quantifying and documenting value in business markets , Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers, Milton Park, Taylor and Francis, pp. 3-11 (ISBN 9781138101623) DOI - URL correlato - ARCA card: 10278/3703842 |
| 2016 | Book Article |
Hinterhuber, A. Value quantification-Processes and best practices to document and quantify value in B2B in Hinterhuber, A., Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers, Milton Park, Taylor and Francis Inc., pp. 61-74 (ISBN 978-131732618-2) DOI - URL correlato - ARCA card: 10278/3703690 |
| 2016 | Curatorship |
(a cura di) Hinterhuber, Andreas; Snelgrove, Todd Value first then price: Quantifying value in business to business markets from the perspective of both buyers and sellers , Milton Park, Taylor and Francis Inc., pp. 1-224 (ISBN 9781315656816) DOI - ARCA card: 10278/3703718 |
| 2015 | Journal Article |
Hinterhuber, Andreas; Liozu, Stephan M. Behavioral and psychological aspects of b2b pricing in INDUSTRIAL MARKETING MANAGEMENT, vol. 47, pp. 4-5 (ISSN 0019-8501) DOI - ARCA card: 10278/3703797 |
| 2015 | Journal Article |
Hinterhuber, Andreas; Pollono, Evandro Il prezzo migliore in L'IMPRESA, vol. 48, pp. 71-74 (ISSN 0035-6816) - ARCA card: 10278/3704062 |
| 2015 | Journal Article |
Hinterhuber, Andreas Make value your priority in FINANCE & MANAGEMENT, vol. 236, pp. 26-28 (ISSN 1471-1818) - ARCA card: 10278/3703803 |
| 2015 | Journal Article |
Liozu, Stephan M; Hinterhuber, Andreas Measuring the profit impact of pricing & revenue management in JOURNAL OF REVENUE AND PRICING MANAGEMENT, vol. 14, pp. 137-139 (ISSN 1476-6930) DOI - ARCA card: 10278/3703800 |
| 2015 | Journal Article |
Hinterhuber, Andreas Positioning and pricing in FINANCE & MANAGEMENT, vol. 235, pp. 28-29 (ISSN 1471-1818) - ARCA card: 10278/3703805 |
| 2015 | Journal Article |
Hinterhuber, A.; Liozu, S.M. Pricing ROI, pricing capabilities and firm performance in JOURNAL OF REVENUE AND PRICING MANAGEMENT, vol. 14, pp. 211-228 (ISSN 1476-6930) DOI - URL correlato - ARCA card: 10278/3703703 |
| 2015 | Journal Article |
Johansson, M.; Keränen, J. ; Hinterhuber, A. ; Liozu, S. ; Andersson, L. Value assessment and pricing capabilities-how to profit from value in JOURNAL OF REVENUE AND PRICING MANAGEMENT, vol. 14, pp. 178-197 (ISSN 1476-6930) DOI - URL correlato - ARCA card: 10278/3703604 |
| 2015 | Journal Article |
Hinterhuber, A. Violations of rational choice principles in pricing decisions in INDUSTRIAL MARKETING MANAGEMENT, vol. 47, pp. 65-74 (ISSN 0019-8501) DOI - URL correlato - ARCA card: 10278/3703697 |
| 2015 | Review in magazine |
Hinterhuber, Andreas The Oxford handbook of pricing management in JOURNAL OF REVENUE AND PRICING MANAGEMENT, vol. 14, pp. 301-302 (ISSN 1476-6930) DOI - ARCA card: 10278/3704053 |
| 2015 | Book Article |
Liozu, S. ; Hinterhuber, A. CEO championing of pricing and firm performance in industrial firms , CEO Branding: Theory and Practice, Milton Park, Taylor and Francis Inc., pp. 177-200 (ISBN 9781138013711) DOI - URL correlato - ARCA card: 10278/3703679 |
| 2015 | Book Article |
Hinterhuber, Andreas; Snelgrove, Todd Interview with an expert: Mr Todd Snelgrove, chief value officer, SKF , Pricing and the Sales Force, Milton Park, Taylor and Francis Inc., pp. 24-29 (ISBN 9781315762463) DOI - ARCA card: 10278/3703802 |
| 2015 | Book Article |
Hinterhuber, Andreas*; Liozu, Stephan M. Introduction , Pricing and the Sales Force, Milton Park, Taylor and Francis Inc., pp. 3-8 (ISBN 9781317648376) DOI - URL correlato - ARCA card: 10278/3703844 |
| 2015 | Book Article |
Hinterhuber, A. Value quantification: The next challenge for B2B selling in Hinterhuber, A., Pricing and the Sales Force, Milton Park, Taylor and Francis Inc., pp. 11-23 (ISBN 978-131764837-6) DOI - URL correlato - ARCA card: 10278/3703700 |
| 2015 | Curatorship |
(a cura di) Hinterhuber, A.; Liozu S. Pricing and the sales force , Milton Park, Taylor and Francis Inc., pp. 1-218 (ISBN 978-131764837-6) DOI - ARCA card: 10278/3703708 |