Title: Entrepreneurial pricing: characteristics and implications of pricing in SMEs and start-ups

Authors: Florian U. Siems; Sascha Kraus; Patrick Pollok

Addresses: RWTH Aachen University, Kackertstrasse 15-17, 52072 Aachen, Germany. ' University of Liechtenstein, Fürst-Franz-Josef-Strasse, FL-9490 Vaduz, Liechtenstein. ' RWTH Aachen University, Kackertstrasse 15-17, 52072 Aachen, Germany

Abstract: Pricing is a classical marketing instrument. While it affects companies of all sizes and categories, scientific research often sees pricing as focused on large enterprises, particularly the consumer products industry. In the limited amount of articles on SMEs and/or start-ups, new developments in pricing and/or marketing often receive no attention. The following paper aims to address this: using the most current findings from marketing research, its goal is to show which characteristics result for pricing in SMEs and start-ups, and which implications for management can be derived from them.

Keywords: entrepreneurship; entrepreneurial pricing; SMEs; start-ups; small and medium-sized enterprises; marketing.

DOI: 10.1504/IJESB.2012.047611

International Journal of Entrepreneurship and Small Business, 2012 Vol.16 No.4, pp.436 - 454

Published online: 05 Jul 2012 *

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