Publications
Violations of rational choice principles in pricing decisions
- Details
- Created on Friday, 01 May 2015 00:00
- Written by Andreas Hinterhuber
Industrial Marketing Management
Our masterpiece: A comprehensive framework illustrates how decisions about purchase prices by customers and price setting decisions by managers consistently violate principles of rational choice. Understanding these biases allows managers to influence customer choice and to improve the effectiveness of their own pricing decisions.
Are You a Strategist or Just a Manager?
- Details
- Created on Wednesday, 01 January 1992 00:00
- Written by Hans H. Hinterhuber, Wolfgang Popp
Harvard Business Review
Our masterpiece: Based on the strategic thinking of Prussian general von Moltke, we develop a series of questions that allow executives to determine whether he or she is meets the criteria to move from being a regular manager to being a true strategist. This article is part of the MBA curriculum of dozens of leading business schools worldwide.
Is It Time to Rethink Your Pricing Strategy?
- Details
- Created on Sunday, 01 July 2012 00:00
- Written by Andreas Hinterhuber, Stephan Liozu
MIT Sloan Management Review
Our masterpiece: Price setting and price getting are the two fundamental elements to drive profits via pricing. Through the use of our disciplined approach to pricing - the Pricing Capability Grid - executives can assess and develop the pricing capabilities of their organization.
Strategische Unternehmensführung I
- Details
- Created on Thursday, 01 January 2004 00:00
- Written by Hans H. Hinterhuber
Erich Schmidt Verlag
Unser Meisterwerk: Das bewährte Sieben-Phasen-Modell der strategischen Unternehmungsführung hilft dabei, die zunehmende Komplexität der Führung von Unternehmungen jeder Größe erfolgreich zu bewältigen. Schwerpunkte von Band I sind: Vision, Mission, Strategie.
Strategische Unternehmensführung II
- Details
- Created on Thursday, 01 January 2004 00:00
- Written by Hans H. Hinterhuber
Erich Schmidt Verlag
Unser Meisterwerk: Das bewährte Sieben-Phasen-Modell der strategischen Unternehmungsführung hilft dabei, die zunehmende Komplexität der Führung von Unternehmungen jeder Größe erfolgreich zu bewältigen. Schwerpunkte von Band II sind: Strategisches Handeln und Leadership.
Towards value-based pricing – An integrative framework for decision making
- Details
- Created on Monday, 01 November 2004 00:00
- Written by Andreas Hinterhuber
Industrial Marketing Management
Our masterpiece: I present a comprehensive framework for pricing decisions which considers all relevant dimensions for profitable and sustainable pricing decisions. Main focus is, of course, value-based pricing.
Is innovation in pricing your next source of competitive advantage?
- Details
- Created on Thursday, 01 May 2014 00:00
- Written by Andreas Hinterhuber, Stephan Liozu
Business Horizons
In an environment where most efforts are addressed toward product or business model innovation, innovation in pricing may be the most powerful, albeit the least explored, source of competitive advantage. Through an extensive research, we provide as many as 20 possible venues for innovation in pricing: Universal strategies that go beyond size, nationality, or industry of the firm.
CEO championing of pricing, pricing capabilities, and firm performance in industrial firms
- Details
- Created on Wednesday, 01 May 2013 00:00
- Written by Stephan Liozu, Andreas Hinterhuber
Industrial Marketing Management
In a study of 358 CEOs from B2B firms globally we find that CEO championing of pricing increases pricing capabilities and firm performance. CEO engagement in pricing thus pays off.
Die 5 Gebote für exzellente Führung
- Details
- Created on Monday, 01 March 2010 00:00
- Written by Hans H. Hinterhuber
Frankfurter Allgemeine Buch
Unser Meisterwerk: Wir zeigen, wie Unternehmen durch exzellente Führung, die richtige Strategie, taktische Maßnahmen, die richtigen Mitarbeiter und Glück nachhaltig überdurchschnittliche Ergebnisse erzielen können.
Innovation in Pricing – Contemporary Theories and Best Practices
- Details
- Created on Thursday, 01 November 2012 00:00
- Written by Andreas Hinterhuber, Stephan Liozu
Routledge
Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as a main basis for setting prices. Product or business model innovation has a high priority for many companies, whereas innovation in pricing has received scant attention. This book examines how innovation in pricing drives profits.
Willingness to pay is a fluid concept
- Details
- Created on Wednesday, 01 January 2014 00:00
- Written by Andreas Hinterhuber
Financial Times
Willingness to pay is not quality which is inherent in a product. Instead, willingness to pay is a fluid concept that creative marketers can and should influence. Asset values of differentiated products thus reflect subjective perceptions of value.
Servant Leadership
- Details
- Created on Sunday, 01 June 2014 00:00
- Written by Leonard Schnorrenberg, Heinz Stahl, Hans H. Hinterhuber, Anna Maria Pircher-Friedrich
Erich Schmidt Verlag
Wer Leistung fordert, muss Sinn bieten. In diesem Sammelband stellen wir die Grundideen von Servant Leadership vor und laden Führungskräfte und Unternehmer zu einem Perspektivenwechsel ein, der Humanität und Sinngebung in den Vordergrund stellt.
Dose of common sense helps make the best strategy
- Details
- Created on Friday, 01 July 2011 00:00
- Written by Hans H. Hinterhuber
Financial Times
Strategy is the evolution of the original guiding idea according to continuously changing circumstances. This definition, with roots in von Moltke, applies even today in the business realm and allows to put at rest the semantic anarchy that seems to rein.
By itself, market share leadership isn’t worth a dime
- Details
- Created on Monday, 01 July 2013 00:00
- Written by Andreas Hinterhuber
Financial Times
Contrary to a commonly held belief, market share, we argue, does not confer pricing power. Pricing power stems from the ability to create products or services that serve customers' latent needs.
Unternehmen brauchen eine Führungsstrategie
- Details
- Created on Sunday, 01 June 2008 00:00
- Written by Hans H. Hinterhuber
Frankfurter Allgemeine Zeitung
Wer sind die künftigen Führungskräfte eines Unternehmens? Eine Führungsstrategie ist notwendig, um auf diese Fragen Antwort zu geben.
Zitate für Manager
- Details
- Created on Saturday, 01 October 2011 00:00
- Written by Hans H. Hinterhuber
Frankfurt Allgemeine Buch
Zitate sind Denkanstöße: Sie finden hier eine unerschöpfliche Quelle, um Verbindungen zwischen eigenen Erfahrungen und denen der besten Denker der Geschichte und Gegenwart herzustellen.
Führen mit strategischer Teilhabe
- Details
- Created on Friday, 01 February 2013 00:00
- Written by Hans H. Hinterhuber
Erich Schmidt Verlag
Führen mit strategischer Teilhabe setzt auf die kreativen Kräfte aller Verantwortungsebenen, um die Lücken zwischen exzellenter Führung, guter Strategie, wirksamen Aktionsplänen, einer effizienten Umsetzung und den angestrebten Ergebnissen systematisch zu schließen.
Pricing orientation, pricing capabilities, and firm performance
- Details
- Created on Wednesday, 01 May 2013 00:00
- Written by Stephan Liozu, Andreas Hinterhuber
Management Decision
Does value-based pricing increase profits? This paper is the first quantitative study documenting a positive relationship between value-based pricing and firm performance, suggesting that other pricing approaches, e.g. cost-and competition-based pricing, are detrimental to firm performance.
Wie sich Lücken zwischen Strategie und Ergebnissen schließen lassen
- Details
- Created on Saturday, 01 June 2013 00:00
- Written by Hans H. Hinterhuber
Südtiroler Wirtschaftszeitung
Wir zeigen, wie Führungskräfte durch einen systematischen Ansatz die Lücke zwischen Strategie und Ergebnissen schließen können. Das setzt eine moderne Führungskonzeption und die Entwicklung der Mitarbeiter voraus.
Value Chain Orchestration in Action and the Case of the Global Agrochemical Industry
- Details
- Created on Sunday, 01 December 2002 00:00
- Written by Andreas Hinterhuber
Long Range Planning
Our masterpiece: I define value chain orchestration as way to create and capture value by structuring, coordinating, and integrating activities of previously unrelated markets and by effectively relating these activities to in-house operations. An in-depth study of the global agrochemical industry suggests that value chain orchestration leads to superior profitability.
Leadership Consulting
- Details
- Created on Sunday, 01 December 2013 00:00
- Written by Hans H. Hinterhuber
Headhunter: Blick hinter die Kulissen einer verschwiegenen Branche, Gabler Verlag
Wie lassen sich Leadership-Kompetenzen von Unternehmen messen? Wir präsentieren ein Modell, das es erlaubt Schwächen zu identifizieren und wirkungsvoll zu beheben.
Strategy as a System of Expedients
- Details
- Created on Monday, 01 August 1988 00:00
- Written by Hans Hinterhuber, Wolfgang Popp
Long Range Planning
The Prussian general von Moltke sees "Strategy is a system of expedients". We present a model to evaluate such expedients, therefore allowing better decisions to sparkle from creative expedients.
Die Analyse der strategischen Anforderungen an Unternehmensakquisitionen
- Details
- Created on Saturday, 01 February 2003 00:00
- Written by Andreas Hinterhuber, Hans H. Hinterhuber
Industrielles Beteiligungscontrolling, Schäffer-Poeschl Verlag
Die meisten Akquisitionen scheitern. In diesem Beitrag beschreiben wir einen strukturierten Prozess, der die Wahrscheinlichkeit für erfolgreiche Unternehmensübernahmen deutlich erhöht.
Customer value-based pricing strategies: why companies resist
- Details
- Created on Tuesday, 01 July 2008 00:00
- Written by Andreas Hinterhuber
Journal of Business Strategy
Value-based pricing is the key driver of profitability. Yet, surprisingly, the vast majority of companies sets prices based on costs or competitors. Based on a survey of 126 managers worldwide we identify the main obstacles companies face in implementing value based pricing. We then offer clear-cut indications on how to overcome these obstacles.
Pricing approaches at industrial companies: cost- versus value-based pricing
- Details
- Created on Sunday, 01 May 2011 00:00
- Written by Stephan Liozu, Andreas Hinterhuber
Velocity (Strategic Account Management Association)
Our research reveals some fundamental differences between companies practicing cost-based pricing and companies successfully practicing value-based pricing.
Chief Pricing Officer – Der den Preis steuert
- Details
- Created on Tuesday, 01 May 2012 00:00
- Written by Andreas Hinterhuber
Südtiroler Wirtschaftszeitung
Was macht ein Chief Pricing Officer? Warum sollten Unternehmen mit mehr als 15 Mio. € Umsatz und Hotelbetriebe ab etwa 100 Betten ihre Preisgestaltung mit einem Chief Pricing Officer optimieren? Dieser Beitrag hat die Antwort.
Do you even have a pricing strategy?
- Details
- Created on Friday, 01 February 2013 00:00
- Written by Andreas Hinterhuber, Stephan Liozu
The Build Network, Inc. Magazine
Summary of our MIT Sloan Management Review article. If you are unsure about the price getting capabilities of key personnel in sales and account management, make sure they take the test.
The confidence factor in pricing: driving firm performance
- Details
- Created on Monday, 01 July 2013 00:00
- Written by Stephan Liozu, Andreas Hinterhuber
Journal of Business Strategy
In a study of 748 pricing and marketing managers we identify the four critical competencies that drive the effectiveness of pricing: pricing capabilities, organizational confidence, organizational change capacity and CEO championing. This is the first quantitative study documenting a link between confidence - an attitude - and firm performance - tangible results: a 1 point improvement in confidence improves return on sales by 4% on average.
"Critical Choices" bei der Restrukturierung von Unternehmen - neue Spielregeln für Manager
- Details
- Created on Tuesday, 20 August 2013 00:00
- Written by Andreas Hinterhuber
ISC Symposium
Zwei Thesen zur Restrukturierung. Erstens: Das Ziel ist Wertsteigerung für Kunden, Eigentümer und Mitarbeiter. Zweitens: Restrukturierung muss sich zuerst in den Denkmustern der wichtigsten Entscheidungsträger abspielen. Eine Änderung der Struktur ist damit sekundär.
Pricing capabilities: the design, development, and validation of a scale
- Details
- Created on Wednesday, 01 January 2014 00:00
- Written by Stephan Liozu, Andreas Hinterhuber
Management Decision
What are pricing capabilities? Can we measure them quantitatively? Based on a survey of 1812 CEOs, pricing managers and sales executives we develop a construct that allows to measure pricing capabilities. This construct, PRICECAP, covers all the three critical dimensions of pricing: customers, competition and the company itself. Pricing capabilities are directly linked to relative firm performance.
¿Ha llegado el momento de repensar nuestra estrategia de precios?
- Details
- Created on Wednesday, 01 January 2014 00:00
- Written by Andreas Hinterhuber, Stephan Liozu
Harvard Deusto Business Review
Nuestra obra maestra: Sin embargo, prácticamente todas las organizaciones pueden mejorar el rendimiento de sus precios, siempre y cuando aborden esta cuestión de una manera estructurada. Porque fijar y obtener precios requiere disciplina, no suerte, y todas pueden mejorar sus capacidades al respecto.
How to delight your customers
- Details
- Created on Friday, 01 March 1996 00:00
- Written by Kurt Matzler, Hans H. Hinterhuber, Franz Bailom, Elmar Sauerwein
Journal of Product & Brand Management
What product/service attributes affect customer satisfaction most? We present the Kano-model of customer satisfaction, enabling executives to differentiate their products and services in a way that create customer delight - as opposed to products merely satisfying customer needs.
Linking customer lifetime value with shareholder value
- Details
- Created on Thursday, 01 May 2003 00:00
- Written by Heinz K. Stahl, Kurt Matzler, Hans H. Hinterhuber
Industrial Marketing Management
The article provides a conceptual framework linking customer lifetime value to shareholder value, as customers are assets that increase the latter. Optimally this results in accelerated, enhanced, less volatile and less vulnerable cash flows, as well as in an improved residual value of the firm.
Der Kunde als Botschafter
- Details
- Created on Tuesday, 01 March 2005 00:00
- Written by Eric Krauthammer, Hans H. Hinterhuber
Erich Schmidt Verlag
Erfolgreich als Unternehmer oder Führungskraft ist, wer seinen Kunden mit seiner Leistung einen Mehrwert bietet. Das geht nur durch erfolgreiche Leadership. Erfolgreiches Leadership stellt sich nur ein, wenn vier Prioritäten vertieft und verinnerlicht werden: ich, das Team, der Plan, die Durchführung.
Value delivery and value-based pricing in industrial markets
- Details
- Created on Saturday, 01 November 2008 00:00
- Written by Andreas Hinterhuber
Advances in Business Marketing and Purchasing
What is value in business markets? Value in B2B is multidimensional. We provide a framework for value assessment and value creation in industrial markets and link this framework to value-based pricing and value delivery in B2B.
Die Flieger als Vorbild
- Details
- Created on Saturday, 01 May 2010 00:00
- Written by Andreas Hinterhuber
Südtiroler Wirtschaftszeitung
Änderungen im Preis haben einen stärkeren Einfluss auf das Unternehmensergebnis als Änderungen von Umsatz oder Kosten. Ein Interview zu gutem Preismanagement.
The ROI of Pricing. Measuring the Impact and Making the Business Case
- Details
- Created on Monday, 01 August 2011 00:00
- Written by Stephan Liozu, Andreas Hinterhuber
Routledge
Pricing is a core function and, of course, a core profit driver of every business. Increasingly pricing needs to document its impact to the bottom line. This book provides proven methods, practices and theories on how to calculate the ROI of pricing.
Pricing strategies and pricing capabilities
- Details
- Created on Sunday, 01 January 2012 00:00
- Written by Magnus Johansson, Niklas Hallberg, Andreas Hinterhuber, Mark Zbaracki, Stephan Liozu
Journal of Revenue and Pricing Management
While showing the strategic importance of pricing capabilities, this article provides insights on the challenges it takes to build them and in implementing value-based pricing.
Mindful pricing: transforming organizations through value-based pricing
- Details
- Created on Friday, 01 June 2012 00:00
- Written by Stephan Liozu, Andreas Hinterhuber, Sheri Perelli, Richard Boland
Journal of Strategic Marketing
How do companies change from cost- to value-based pricing? We highlight the role of mindfulness, the process of actively noticing new things. Our empirical study suggests that value-based pricing is not simply adopted but internalized through a long and purposeful process supported by a mindful, experiential, and transformative learning environment.
Die Schließung der Lücke zwischen Strategie und Umsetzung
- Details
- Created on Monday, 01 July 2013 00:00
- Written by Hans H. Hinterhuber
Die Arbeitswelt im 21. Jahrhundert, Springer Verlag
Zahlreiche gute Strategien scheitern an der Umsetzung. Wir zeigen, wie Führungskräfte Strategien wirkungsvoll umsetzen können.
Pricing ROI, pricing capabilities and firm performance
- Details
- Created on Wednesday, 01 July 2015 00:00
- Written by Andreas Hinterhuber, Stephan Liozu
Journal of Revenue and Pricing Management
Does an improvement in the ability to measure the returns from pricing (pricing ROI) lead to improved firm performance? In this study with 166 executives from B2B companies globally we find it does. This ability also leads to improved pricing capabilities.
Strategic Networks - The Organization of the Future
- Details
- Created on Wednesday, 01 June 1994 00:00
- Written by Hans H. Hinterhuber, Boris M. Levin
Long Range Planning
Strategic networks are a new organizational form. We describe different types of strategic networks and show how strategic networks can increase competitiveness. Especially interesting is the phenomenon of the network coordinator with high operational and low capital linkages.
How to make product development projects more successful by integrating Kano’s model of customer satisfaction into quality function deployment
- Details
- Created on Thursday, 01 January 1998 00:00
- Written by Kurt Matzler, Hans H. Hinterhuber
Technovation
We present managers with a set of practical step-by-step tools and methods to understand customers’ needs, as well as procedures and processes to enhance a product development project.
Wettbewerbsvorteil Einzigartigkeit
- Details
- Created on Tuesday, 01 March 2005 00:00
- Written by Eric Krauthammer, Hans H. Hinterhuber
Erich Schmidt Verlag
Das Buch zeigt klar und verständlich acht zentrale Schritte auf, wie Führungskräfte ihr Unternehmen oder ihren Verantwortungsbereich erfolgreich in die Einzigartigkeit führen. Leadership- und Kontrollfragen helfen bei der sofortigen Umsetzung der einzelnen Schritte.
Shell, Siemens and DaimlerChrysler: Leading Change in Companies with Strong Values
- Details
- Created on Saturday, 01 October 2005 00:00
- Written by Christian Stadler, Hans H. Hinterhuber
Long Range Planning
What is the role of leaders during times of change? We present the formula which allows organisations to adapt without drowning in chaos.
Die Customer-based View der Unternehmung
- Details
- Created on Monday, 01 December 2008 00:00
- Written by Kurt Matzler, Heinz K. Stahl, Hans H. Hinterhuber
Kundenorientierte Unternehmensführung, Gabler Verlag
Wir präsentieren Instrumente, um Kundenbedürfnisse besser im Rahmen der Strategieentwicklung zu berücksichtigen. Die Kundenzufriedenheits-Kompetenz-Matrix ist eines dieser Instrumente.
Profiting When Customers Choose Value Over Price
- Details
- Created on Tuesday, 01 March 2011 00:00
- Written by Andreas Hinterhuber, Marco Bertini
Business Strategy Review
Value-based pricing is the overall best approach to pricing: It leads to superior profitability and it is aligned with customer needs; yet many obstacles need to be overcome. We sumarize these obstacles while offering compelling arguments for the implementation of value-based pricing.
Gutes darf mehr kosten
- Details
- Created on Friday, 01 April 2011 00:00
- Written by Andreas Hinterhuber
Südtiroler Wirtschaftszeitung
Führende Unternehmen leiten ihre Preise nicht von Kosten oder von Konkurrenzpreisen ab, sondern vom Wert, den sie für ihre Kunden schaffen. Dieser Beitrag zeigt, was ein kundenwertorientiertes Preismanagement auszeichnet und wie es sich umsetzen lässt.
Strategic B2B pricing
- Details
- Created on Sunday, 01 January 2012 00:00
- Written by Stephan Liozu, Andreas Hinterhuber
Journal of Revenue and Pricing Management
This editorial introduces the importance of pricing as a strategic tool. Pricing is strategic if it is a source of differentiation and competitive advantage; furthermore, pricing is strategic if it becomes an integral element of a firm's overall strategy.
Strategie in kleinen und mittleren Unternehmen
- Details
- Created on Sunday, 01 January 2012 00:00
- Written by Hans H. Hinterhuber, Andreas Hinterhuber
Südtiroler Wirtschaftszeitung
Ein erhöhter Wettbewerbsdruck erfordert, dass sich selbst kleine und mittelständische Unternehmen systematisch mit der Frage auseinandersetzen, auf welche Art die wichtigsten Unternehmensziele in einer turbulenten Umwelt erreicht werden können. Strategie ist die Antwort auf diese Frage.
Industrial product pricing: a value-based approach
- Details
- Created on Sunday, 01 July 2012 00:00
- Written by Stephan Liozu, Andreas Hinterhuber
Journal of Business Strategy
How do firms that practice value-based pricing differ from firms using cost- or competition-based pricing? Interviews with 44 managers in 15 industrial firms reveal important differences.
Organizational design and pricing capabilities for superior firm performance
- Details
- Created on Wednesday, 01 January 2014 00:00
- Written by Stephan Liozu, Andreas Hinterhuber, Toni Somers
Management Decision
How can executives increase firm performance via pricing? We survey 748 pricing and marketing managers globally on pricing. We find that generic organizational factors – namely center-led price management – as well as firm-specific capabilities – namely organizational confidence, championing behaviors by top management, organizational change capacity, and pricing capabilities – are key requirements to increase firm performance via pricing. Getting pricing right means, in our view, getting the 5C's of pricing right.
Value assessment and pricing capabilities - how to profit from value
- Details
- Created on Wednesday, 01 July 2015 00:00
- Written by Magnus Johansson, Joona Keränen, Andreas Hinterhuber, Stephan Liozu, Linn Andersson
Journal of Revenue and Pricing Management
This article argues that value assessment and pricing capabilities provide the foundation for value creation and value appropriation in B2B markets. We provide complementary perspectives on this emerging topic.
Can competitive advantage be predicted? Towards a predictive definition of competitive advantage in the resource-based view of the firm
- Details
- Created on Monday, 01 April 2013 00:00
- Written by Andreas Hinterhuber
Management Decision
How can executives predict which capabilities and resources will lead to superior profitability? We propose to extend the RBV (resource based view) with demand-based variables on customers and markets, so that firms can determine, ex ante, which resources and capabilities will translate into a competitive advantage and superior profitability.
Die Strategie als gemeinsame Logik des Handelns
- Details
- Created on Monday, 01 December 2014 00:00
- Written by Hans H. Hinterhuber
Springer Gabler Verlag
Strategie als Logik des Handelns. Eine klare und praktische Definition der Strategie und der verschiedenen Strategieformen. Gute Strategien haben Gemeinsamkeiten: Dieser Beitrag präsentiert ein Kriterienprofil zur Messung der Qualität der Strategie.
Gemeinsam führen
- Details
- Created on Thursday, 01 April 2004 00:00
- Written by Hans H. Hinterhuber, Sandra Rothenberger
Frankfurter Allgemeine Zeitung
Wir zeigen, wie Unternehmer und oberste Führungskräfte ihr Unternehmen zu einer Leadership Company entwickeln können.
The leadership wheel: the tasks entrepreneurs and senior executives cannot delegate
- Details
- Created on Friday, 01 May 1998 00:00
- Written by Eric Krauthammer, Hans H. Hinterhuber
Strategic Change
The leadership task of entrepreneurs and senior executives is to inspire and to enable managers and employees to discover new opportunities and to capitalize on them in the interest of all stakeholders.
Der Shareholder-Value und seine Grenzen
- Details
- Created on Saturday, 01 July 2000 00:00
- Written by Andreas Hinterhuber
Frankfurter Allgemeine Zeitung
Shareholder Value Management riskiert, die Aktionäre für ihre Illoyalität zu belohnen.
Making M&A work
- Details
- Created on Thursday, 01 August 2002 00:00
- Written by Andreas Hinterhuber
Business Strategy Review
Most mergers fail because commonly accepted wisdom on integration distracts companies from the grounds where the real battle for integration success is fought – the marketplace.
The asymmetric relationship between attribute-level performance and overall customer satisfaction
- Details
- Created on Saturday, 01 May 2004 00:00
- Written by Kurt Matzler, Franz Bailom, Hans H. Hinterhuber, Birgit Renzl, Johann Pichler
Industrial Marketing Management
An empirical study in the automotive industry suggests that the importance-performance matrix is potentially misleading: An attribute's importance depends on its current performance. Attributes thus need to be clustered, as Kano and our own work suggests, into basic, competitive, and excitement factors.
Leadership – mehr als Management
- Details
- Created on Friday, 01 April 2005 00:00
- Written by Hans H. Hinterhuber, Eric Krauthammer
Gabler Verlag
Was unterscheidet Leader von Managern? Lässt sich Leadership lernen? Was sind Fallbeispiele für exzellente Leadership. Diese Fragen beantwortet dieses Buch.
Führung und Strategie verbinden
- Details
- Created on Wednesday, 01 February 2006 00:00
- Written by Hans H. Hinterhuber, Sandra Rothenberger
Frankfurter Allgemeine Zeitung
Ist "strategisch" ein Ersatz für "gutes" Führungsverhalten? Wir gehen dieser Frage nach und kommen zu dem Schluss, dass Führungsentwicklung Charakterentwicklung ist.
Goodbye, Johnny
- Details
- Created on Wednesday, 01 February 2006 00:00
- Written by Hans H. Hinterhuber
Brand Eins
Was ist Leadership? Ein Aufsatz und Ansätze einer Antwort.
Kundenorientierte Unternehmensführung
- Details
- Created on Monday, 01 December 2008 00:00
- Written by Hans H. Hinterhuber, Kurt Matzler
Gabler
Renommierte Experten skizzieren die Eckpfeiler der am Kunden ausgerichteten Unternehmung und zeigen die Anwendung von Instrumenten und Methoden, mit deren Hilfe sich Unternehmen am Markt profilieren können.
Wie unterscheidet man gute Strategien von schlechten?
- Details
- Created on Wednesday, 01 July 2009 00:00
- Written by Hans H. Hinterhuber
Management am Puls des Zeit, TCW Verlag
Wie lässt sich die Qualität der Strategie messen? Wir präsentieren einen Raster und eine Fallstudie.
The conceptualization of value-based pricing in industrial firms
- Details
- Created on Sunday, 01 January 2012 00:00
- Written by Stephan Liozu, Andreas Hinterhuber, Richard Boland, Sheri Perelli
Journal of Revenue and Pricing Management
How do executives in industrial markets understand "value based pricing"? We interview managers in firms with a value-based, a cost-based and a competition-based pricing orientation and find that executives in the latter two companies typically fail to understand what value-based pricing is. A failure to fully understand value-based pricing may thus explain why cost-based and competition-based pricing are still the dominant pricing approaches.
Führung und Strategie
- Details
- Created on Saturday, 01 December 2012 00:00
- Written by Hans H. Hinterhuber, Birgit Renzl, Christian Werner
Die Zukunft der Führung, Springer Verlag
Was ist Führungsexzellenz? Wie lässt sich die Qualität der Strategie messen? Dieser Beitrag liefert Antworten und Instrumente.
Kundenzufiedenheit durch Kernkompetenzen
- Details
- Created on Thursday, 22 August 2013 08:13
- Written by Hans H. Hinterhuber, Gernot Handlbauer, Kurt Matzler
Kernkompetenzen stellen ein Bündel von Fertigkeiten und Fähigkeiten dar, die es Unternehmen ermöglichen, die Kundenzufriedenheit zu steigern und sich dadurch von den Wettbewerbern langfristig abzuheben. Die Aufgabe der strategischen Führung ist es, diese Potenziale zu erkennen und so zu steuern, dass die Zufriedenheit des Kunden optimiert und so eine dauerhafte Produkt- und Markenloyalität erreicht wird. Wir stellen ein Managementkonzept vor, das auf den Säulen der Kundenzufriedenheit und der Kernkompetenzen beruht.
Taking Time to Integrate Temporal Research: Some Comments
- Details
- Created on Monday, 01 April 2002 00:00
- Written by Hans H. Hinterhuber
Academy of Management Review
How can we understand time? A short essay on time. Past and future, we suggest, simultaneously exist in the present.
Herr über das eigene Unternehmen oder Diener der Analysten?
- Details
- Created on Sunday, 01 December 2002 00:00
- Written by Andreas Hinterhuber
Frankfurter Allgemeine Zeitung
Wer führt ein Unternehmen? Der Vorstand oder ein Heer an Analysten? Dieser Beitrag ist ein Plädoyer für eine Unternehmensführung, die genug Beharrlichkeit mitbringt, sich nicht den launischen Schwankungen von Analysten zu beugen.
Der Preis ist heiß
- Details
- Created on Sunday, 01 February 2009 00:00
- Written by Andreas Hinterhuber
Südtiroler Wirtschaftszeitung
„Wie können wir trotz intensivem Wettbewerb höhere Preise realisieren?“, lautet die Frage, die sich Führungskräfte stellen. Die richtige Frage aber müsste vielmehr lauten: „Wie können wir durch Schaffung von zusätzlichem Kundenwert die Zahlungsbereitschaft des Kunden trotz Wettbewerbs erhöhen?“
Diversifizierte Firmen: Totgesagte leben länger Vom «Conglomerate Discount» zum «Conglomerate Surplus»
- Details
- Created on Tuesday, 01 August 2000 00:00
- Written by Stephan A. Friedrich, Hans H. Hinterhuber
Neue Züricher Zeitung
Erfolgreiche, wertsteigernde Diversifikation stellt hohe Anforderungen an die Führungsorganisation und Führungskompetenz.
The technology dimension of strategic leadership. The leadership challenge for production economists
- Details
- Created on Saturday, 01 June 2002 00:00
- Written by Stephan A. Friedrich, Hans H. Hinterhuber
International Journal of Production Economics
A comprehensive conceptual framework for integrating technology into strategic leadership increases the probability that a firm can achieve superior long-term performance: we highlight the technology dimension of strategic leadership and analyzes new perspectives for production economics.
When two companies become one
- Details
- Created on Monday, 01 November 2004 00:00
- Written by Super User
Financial Times Handbook of Management
A set of commonly held myths on the integration process lowers the odds of success in M&A processes. We debunk these myths and define the characteristics of outstanding integrators: They all stick to a few simple and essential rules.
Leadership als zentrale Kompetenz von und in Unternehmen
- Details
- Created on Monday, 01 May 2006 00:00
- Written by Hans H. Hinterhuber, Margit Raich
Leadership - Best practices und Trends, Gabler Verlag
Leadership ist eine wichtige Kompetenz in Unternehmen.
Gute Strategien von schlechten unterscheiden
- Details
- Created on Monday, 01 January 2007 00:00
- Written by Andreas Hinterhuber, Hans H. Hinterhuber
Frankfurter Allgemeine Zeitung
Wie lässt sich die Qualität der Strategie beurteilen? Wir zeigen, welche Fragen helfen, gute Strategien von schlechten zu unterscheiden.
Kundenzufriedenheit und Kundenwert
- Details
- Created on Monday, 01 December 2008 00:00
- Written by Heinz K. Stahl, Hans H. Hinterhuber, Stephan A. Friedrich von den Eichen, Kurt Matzler
Kundenorientierte Unternehmensführung, Gabler Verlag
Wie lassen sich Kundenbeziehungen gewinnoptimal steuern? Wir präsentieren die Kundendeckungsbeitragsrechnung, die Kundenkapitalwertrechnung und andere Instrumente, die es erlauben, Kundenbeziehungen profitabel zu gestalten.
Führen in turbulenten Zeiten
- Details
- Created on Friday, 01 August 2003 00:00
- Written by Hans H. Hinterhuber, Eric Krauthammer
Frankfurter Allgemeine Zeitung
Durch Leadership-Monitoring können Unternehmer das Führungspotenzial ihres Unternehmens zur Entfaltung bringen.
The company as a cognitive system of core competences and strategic business units
- Details
- Created on Tuesday, 01 December 1998 00:00
- Written by Hans H. Hinterhuber, Stephan A. Friedrich, Gernot Handlbauer, Ulrich Stuhec
Strategic Change
What is the value of a core competence? We present the competence deployment matrix as an instrument allowing to assess and to develop the portfolio of core competencies in a company.
Während Manager nachahmen, sind Führungskräfte schöpferisch
- Details
- Created on Monday, 01 February 1999 00:00
- Written by Stephan A. Friedrich, Hans H. Hinterhuber
Frankfurter Allgemeine Zeitung
Unternehmen brauchen eines dringend: eine Vision. Eine Vision ist ein Wunschtraum einer sinnvollen Veränderung.
Leadership - die richtigen Prioritäten setzen
- Details
- Created on Friday, 01 October 1999 00:00
- Written by Eric Krauthammer, Hans H. Hinterhuber
Frankfurter Allgemeine Zeitung
Die meisten Unternehmen setzen Prioritäten falsch. Vier Prioritäten, so meinen wir, sind erfolgsentscheidend.
Die Segel, nicht der Wind, bestimmen den Kurs
- Details
- Created on Thursday, 01 January 2004 00:00
- Written by Hans H. Hinterhuber
Zeitschrift Führung + Organisation
Die Kunst der Führung besteht darin, Möglichkeiten zu erschließen, die andere nicht gesehen haben.
Methods and concepts in management
- Details
- Created on Tuesday, 01 March 2005 00:00
- Written by Kurt Matzler, Martin Rier, Hans H. Hinterhuber, Birgit Renzl, Christian Stadler
Strategic Change
We survey management consultants and present management methods which in their eyes will be of significant importance in the years to come. Shareholder value, we conclude, is out.
Wie Miles & More und Payback wirken
- Details
- Created on Thursday, 01 December 2005 00:00
- Written by Nikola Glusac, Hans H. Hinterhuber
Harvard Business Manager
In einer Studie von über 900 Konsumenten zeigen wir, wie Bonusprogramme Kunden binden und den Unternehmenserfolg steigern.
The Future of Knowledge Management
- Details
- Created on Saturday, 01 April 2006 00:00
- Written by Birgit Renzl, Kurt Matzler, Hans H. Hinterhuber
Palgrave Macmillan
We present new perspectives on knowledge and learning in organizations.
The CEO’s attitude towards the Shareholder Value and the Stakeholder Model
- Details
- Created on Tuesday, 01 August 2006 00:00
- Written by Christian Stadler, Kurt Matzler, Hans Hinterhuber, Birgit Renzl
Problems and Perspectives in Management
Should CEOs respond to shareholders or stakeholders? We provide new evidence of CEOs’ preferred orientation across countries. In addition we indicate how firms are able to achieve outstanding returns to shareholders in the long run, thanks to stakeholder orientation.
Pricing Strategies for Multinational Companies in China
- Details
- Created on Saturday, 01 December 2007 00:00
- Written by Andreas Hinterhuber
Internationale Wettbewerbsstrategien, Springer Verlag
Does value-based pricing work in China as well? We discuss pricing approaches in China and illustrate how a large Chinese B2B company successfully implements value-based pricing.
An empirical analysis of the role of industrial brands for industrial distributors
- Details
- Created on Sunday, 01 July 2012 00:00
- Written by Andreas Hinterhuber, Giulia Hinterhuber
Journal of Strategy and Management
Do industrial retailers value industrial brands? We conduct two studies with B2B retailers and find that industrial brands are at least as important as price and margins for B2B retailers as purchase factor. Industrial brands thus create value not only for industrial end-users, but also for industrial distributors.
Erfolgreiche Unternehmen sind für ihre Stakeholder da
- Details
- Created on Thursday, 01 June 2000 00:00
- Written by Stephan A. Friedrich, Heinz K. Stahl, Hans H. Hinterhuber
Frankfurter Allgemeine Zeitung
Kein Unternehmen kann auf Dauer erfolgreich sein, wenn es sich den Ansprüchen der Stakeholder entzieht. Erfolgreiche Unternehmen schaffen für Kunden, Eigentümer und Mitarbeiter Wert.
Pricing und Kundenzufriedenheit
- Details
- Created on Thursday, 01 January 2009 00:00
- Written by Andreas Hinterhuber
Kundenorientierte Unternehmensführung, Gabler Verlag
Pricing hat einen dramatischen Einfluss auf den Unternehmenserfolg. Wir präsentieren ein Rahmenmodell zur Erarbeitung und Umsetzung von kundenwertoriertiertem Preismanagement.
Value-based pricing: Il prezzo migliore
- Details
- Created on Friday, 01 May 2015 00:00
- Written by Andreas Hinterhuber, Evandro Pollono
L'Impresa: Rivista Italiana di Management
Il pricing è la leva più importante per migliorare il risultato. Il value-based pricing è particolarmente indicato per tutte le aziende che non vogliono competere esclusivamente in base al prezzo più basso. In questo modo è possibile aumentare sia il profitto sia la soddisfazione dei clienti.
The European Way to Lean Management
- Details
- Created on Sunday, 01 May 1994 00:00
- Written by Hans H. Hinterhuber
The International Executive
We present preliminary results on a study of lean management in European companies.
Flat hierarchies and individual job security in times of recession
- Details
- Created on Wednesday, 01 June 1994 00:00
- Written by Hans H. Hinterhuber, Eric Krauthammer
Journal of Strategic Change
Managers and employees at all levels of responsibility and in all types of function are constantly under time pressure. We give a practical action plan that can help managers and employees combine what benefits others with what gives them pleasure, through better time management.
Durch strikte Kundennähe die Abnehmer begeistern
- Details
- Created on Thursday, 01 January 1998 00:00
- Written by Franz Bailom, Dieter Tschemernjak, Kurt Matzler, Hans H. Hinterhuber
Harvard Business Manager
Welche Produktattribute sind in der Lage, Kunden zu begeistern? Wir präsentieren das Kano-Modell der Kundenzufriedenheit, das Führungskräften erlaubt, Basisanforderungen von Begeisterungseigenschaften zu unterscheiden.
Starting Up a Strategic Network
- Details
- Created on Friday, 01 May 1998 00:00
- Written by Hans H. Hinterhuber, Andreas Hirsch
Thunderbird International Business Review
Companies compete and cooperate with each other. A strategic network is a cooperative strategy. Based on a number of in-depth case studies we develop a checklist for successfully starting a strategic network.
Leadership als Lebensstil
- Details
- Created on Thursday, 01 February 2001 00:00
- Written by Hans H. Hinterhuber, Stephan A. Friedrich, Eric Krauthammer
Frankfurter Allgemeine Zeitung
Leadership ist ein Lebensstil. Wir zeigen, was Leadership heißt und wie Leadership, innerhalb bestimmter Grenzen, lernbar ist.
Integrating family and firm
- Details
- Created on Tuesday, 01 July 2003 00:00
- Written by Hans H. Hinterhuber
European Business Forum
Integrating family and business into a forward looking and dynamic unit is a leadership challenge for family owned businesses. We show how European companies master this challenge.
The Relationship between Customer Satisfaction and Shareholder Value
- Details
- Created on Friday, 01 July 2005 00:00
- Written by Kurt Matzler, Hans H. Hinterhuber, Christian Daxer, Maximilian Huber
Total Quality Management
Do improvements in customer satisfaction lead to improvements in shareholder value? This study of 99 companies finds they do, albeit with a lag effect. In addition we find that there exists an optimal level of customer satisfaction.
Strategisches Denken systematisch Schulen von Sokrates bis heute
- Details
- Created on Sunday, 01 April 2007 00:00
- Written by Hans. H. Hinterhuber
Frankfurter Allgemeine Buch
Unser Meisterwerk: Wir zeigen, was Leadership ist und wie es gelingt, diese Lebensauffassung im beruflichen Alltag umzusetzen, um die Ergebnisse im Unternehmen nachhaltig zu steigern.
Innovative Pricing-Strategien
- Details
- Created on Sunday, 01 January 2006 00:00
- Written by Kurt Matzler, Andreas Hinterhuber
Managementkompass Preisstrategien, FAZ-Institut
Innovative und unternehmenswertsteigernde Pricing-Strategien orientieren sich in erster Linie am geschaffenen Kundennutzen und berücksichtigen erst in einem zweiten Schritt Wettbewerb und Kosten.
Strategisches Preismanagement –Interview
- Details
- Created on Sunday, 01 May 2011 00:00
- Written by Andreas Hinterhuber
Newsletter der Nürnberger Akademie für Absatzwirtschaft
Ein Gespräch zu Preismanagement, zur Auswirkung von Preisveränderungen, zur zweischneidigen Wirkung von Rabatten und zur organisatorischen Verankerung von kundenwertorientiertem Pricing.
Strategisches Preismanagement zur kurzfristigen Ergebnisverbesserung
- Details
- Created on Wednesday, 01 August 2012 00:00
- Written by Andreas Hinterhuber
Newsletter der Nürnberger Akademie für Absatzwirtschaft
Eine Einführung in Preismanagement. Gutes Preismanagement bestimmt Preise nach Kundenwert und nicht nach Kosten oder Konkurrenzpreisen.
Der Austausch des Führungsteams zur Krisenbewältigung
- Details
- Created on Wednesday, 01 May 2013 00:00
- Written by Margit Raich, Hans Hinterhuber
Change Management Praxisfälle, Springer
Krisen erfordern bisweilen ein neues Management. Leica ist ein Beispiel.
Corporate governance in multinational companies
- Details
- Created on Wednesday, 01 May 2013 00:00
- Written by Hans H. Hinterhuber, Kurt Matzler, Harald Pechlaner, Birgit Renzl
International Institutions and Multinational Enterprise, Edgar Elgar
We present an overview of corporate governance systems in Europe, the US, and Japan. We also highlight how a shareholder versus a stakeholder orientation affects corporate governance.
The Analysis of Strategic Groups of Firms
- Details
- Created on Saturday, 01 March 1986 00:00
- Written by Hans H. Hinterhuber
European Management Journal
We develop a model that allows to study the different groups of firms in an industry under a strategic perspective.
Privatization - A Cure for all Ills
- Details
- Created on Friday, 01 December 1989 00:00
- Written by Richard M. Hammer, Hans H. Hinterhuber, Justus Lorentz
Long Range Planning
We analyze critical aspects of the privatization of state-owned companies and describe the objectives of privatization itself, with its pros and cons.
Business Process Management: The European Approach
- Details
- Created on Wednesday, 01 March 1995 00:00
- Written by Hans H. Hinterhuber
Business Change & Re-engineering
As business process management is becoming increasingly important in any change program in Europe, the article outlines a six-step approach for its successful implementation.
Wenn beim Outsourcing das Schlüsselwissen verloren geht
- Details
- Created on Sunday, 01 August 1999 00:00
- Written by Stephan A. Friedrich, Hans H. Hinterhuber
Frankfurter Allgemeine Zeitung
Outsourcing kann zu einer Erosion der Kompetenzen führen. Eine Analyse des Kompetenzprofils hilft, Outsourcing strategisch zu betreiben und typische Fehler zu vermeiden.
Worauf sich Unternehmen in der Zukunft konzentrieren
- Details
- Created on Monday, 01 December 2003 00:00
- Written by Kurt Matzler, Hans H. Hinterhuber, Martin Rier
Frankfurter Allgemeine Zeitung
Wir präsentieren Ergebnisse einer Befragung von Unternehmensberatern zu Managementmethoden der Zukunft.
Kundenbewertung und Shareholder Value – Versuch einer Synthese
- Details
- Created on Wednesday, 01 November 2006 00:00
- Written by Heinz K. Stahl, Kurt Matzler, Hans H. Hinterhuber
Kundenwert, Gabler Verlag
Die Komponenten des Kundenwerts (customer lifetime value) lassen sich mit Elementen des Shareholder Value vereinen, um Kundenbeziehungen cashflow-optimiert zu steuern.
Auslagerung als strategische Entscheidung
- Details
- Created on Sunday, 01 July 2007 00:00
- Written by Hans Hinterhuber
Unternehmertum und Ausgründung, Gabler Verlag
Nach welchen Kriterien sollen Outsourcing Entscheidungen getroffen werden? Wir liefern einen Entscheidungsrahmen.
Kurzinterview mit Professor Hans H. Hinterhuber
- Details
- Created on Sunday, 01 March 2009 00:00
- Written by Hans H. Hinterhuber
EOS Journal
Ein kurzer Beitrag über flache Hierarchien und Unternehmenserfolg.
Führen heißt die Herzen der Mitarbeiterinnen und Mitarbeiter gewinnen
- Details
- Created on Wednesday, 01 April 2009 00:00
- Written by Hans H. Hinterhuber
Leadership in sozialen Organisationen, Gabler Verlag
Die Auswahl und Entwicklung der richtigen Führungskräfte ist die wichtigste unternehmerische Aufgabe.
Le condizioni per uno sviluppo granulare
- Details
- Created on Wednesday, 01 July 2009 00:00
- Written by Hans H. Hinterhuber
Harvard Business Review Italia
Commento sul articolo "La vostra strategia di crescita procede alla cieca?" di Baghai, Smith e Viguerie. L'identificazione guidata di nicchie di mercato può riavviare processi di crescita d'impresa.
Scheitern - Die Schattenseite
- Details
- Created on Tuesday, 01 December 2009 00:00
- Written by Harald Pechlaner, Brigitte Stechhammer, Hans H. Hinterhuber
Erich Schmidt Verlag
Ohne Mut zum Risiko, ohne den offenen Umgang mit möglichen Niederlagen kein wirtschaftlicher Erfolg. Doch wie entsteht eine Unternehmenskultur, die das Scheitern als Teil kreativer Prozesse akzeptiert und so Innovationen fördert?
Valor = precio
- Details
- Created on Friday, 01 January 2010 00:00
- Written by Andreas Hinterhuber
HSM Management
Cómo vencer las resistencias e implementar estrategias de determinación de precios basadas en el valor para el cliente.
Der Einfluss authentischen Führungsverhaltens auf den wahrgenommenen Erfolg im Kulturbetrieb
- Details
- Created on Saturday, 01 May 2010 00:00
- Written by Dagmar Abfalter, Hans Hinterhuber
Change Leadership, Gabler Verlag
Authentisches Führungsverhalten ist auch in Non-Profit Unternehmen wichtig.
Primero el valor
- Details
- Created on Saturday, 01 October 2011 00:00
- Written by Andreas Hinterhuber, Marco Bertini
Gestión HSM
Sepa cuál es el método que ha demostrado ser el más efectivo para fijar los precios, incrementar la rentabilidad y lograr un éxito sostenido.
Born Globals: Ein neuer Typ von Pionierunternehmen
- Details
- Created on Friday, 01 November 2013 00:00
- Written by Hans H. Hinterhuber, Michael Pock
Pionier-Regionen der Zukunft, Springer Verlag
"Born Globals" sind Unternehmen, die mit ihrer Gründung global agieren. Wir zeigen Gemeinsamkeiten auf.
Technical audit: How to assess the technological standard of a company
- Details
- Created on Friday, 01 November 1991 00:00
- Written by Helmut Detter, Hans H. Hinterhuber, Hans Wörndl-Aichriedler
International Journal of Production Economics
We present a model to evaluate the technological standards of a company. Such technical audit is of central importance as it reflects the critical technological standards that a company has.
Case study Doppelmayr: A Representative European Multinational Firm
- Details
- Created on Saturday, 01 March 1997 00:00
- Written by Hans H. Hinterhuber, Andrea Fink
International Executive
How do medium-sized firms internationalize? This case study provides an illustration. We also provide data on purchase factors in the ski-lift and cable car industry.
Führen in schwierigen Zeiten Ohne Glück geht es nicht!
- Details
- Created on Monday, 01 March 2010 00:00
- Written by Hans H. Hinterhuber, Eric Krauthammer
INSight - Management
Wir erklären die fünf Gebote exzellenter Führung.
Das Netz knüpfen
- Details
- Created on Friday, 01 August 2003 00:00
- Written by Stephan A. Friedrich v. d. Eichen, Hans H. Hinterhuber, Michael Mirow, Heinz K. Stahl
Harvard Business Manager
Unternehmen werden sich in Zukunft stärker miteinander vernetzen, um wettbewerbsfähig zu bleiben.
STRATEGIC PRICING IN B2B INDUSTRIES
Methods and tools for rapidly improving profits via pricing strategies and tacticsSTRATEGIC NEGOTIATION WITH BUSINESS CASES FROM HARVARD UNIVERSITY
How to improve negotiations with customers, suppliers, employees and other commercial partnersNEW PRODUCT PRICING
Strategies and tools to set the right price for newly introduced goodsQUANTIFYING AND DOCUMENTING VALUE IN B2B MARKETS
Tools and strategies to establish, demonstrate and sustain the value of the offeringCopyright 2012 by HINTERHUBER & PARTNERS
Webdesign by ad:morris
Falkstrasse 16
6020 Innsbruck
Austria
Phone: +43 664 402 7 402
Fax: + 512 58 34 38
Mail: This email address is being protected from spambots. You need JavaScript enabled to view it.