Allocating resources in pricing – which capabilities are worth fostering in the face of AI?

Item Type Journal paper
Abstract

The field of pricing holds high potential for professional- ization since it comprises a multitude of decisions based on sparse information sets, data-driven tasks and an ever more dynamic and fast-moving market environment. Therefore, advances in artificial intelligence (AI) will influence and maybe even disrupt pricing man- agers’ roles within the pricing process. Using a Delphi study design, we aimed to take a look at future tasks and profiles of pricing managers. The results allowed us to extend existing models of pri- cing capabilities and classify which skills and know-how pricing managers should nurture and which ones may be left to artificial intelligence. Furthermore, we were able to derive implications for curricula as well as talent selection.

Authors Schmutz, Iris-Katharina; Reinecke, Sven & Manole, Anne-Marie
Journal or Publication Title Die Unternehmung : Swiss journal of business research and practice
Language English
Keywords pricing, AI, capabilities, price setting, skills
Subjects business studies
education
other research area
Refereed Yes
Date November 2020
Publisher Nomos
Place of Publication St. Gallen
ISSN 0042-059X
Contact Email Address iris.schmutz@unisg.ch
Depositing User M.Sc. Iris-Katharina Schmutz
Date Deposited 02 Nov 2020 13:05
Last Modified 14 Apr 2021 00:25
URI: https://www.alexandria.unisg.ch/publications/261333

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Citation

Schmutz, Iris-Katharina; Reinecke, Sven & Manole, Anne-Marie (2020) Allocating resources in pricing – which capabilities are worth fostering in the face of AI? Die Unternehmung : Swiss journal of business research and practice, ISSN 0042-059X

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https://www.alexandria.unisg.ch/id/eprint/261333
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