Schmutz, Iris-KatharinaIris-KatharinaSchmutz2023-04-132023-04-132022-09-19https://www.alexandria.unisg.ch/handle/20.500.14171/108273This thesis investigates the information behavior of pricing managers during the price-setting process. Price-relevant information deficits are a frequently encountered problem in pricing practice and often stand in the way of normative or planned pricing processes. This thesis conceptualizes and assesses the reactions of pricing managers confronted with an information deficit. It connects information-seeking processes and strategic management knowledge with the realm of pricing. The studies discuss the problem of information maximization and, based on this discussion, propose stopping rules for price analysis. Furthermore, four relevant types of heuristics in price analysis are identified and their relationships to pricing capabilities as well as firm performance are established. It is found that pricing managers can successfully bridge price-relevant information deficits by applying causal as well as effectual heuristics in price setting. Therefore, established normative pricing models are supplemented by the dimension of effectuation theory which supports the understanding of real-world pricing practices under severe uncertainty and pressure. In addition to contributing to a better understanding of B2B pricing practices, the models proposed in this monograph provide some orientation on information behavior in pricing and build the ground for further investigations of price management decisions. Moreover, the results of this thesis provide valuable insights for companies asking themselves whether investments in pricing will pay off, and if so, where and when to invest. Since pricing managers are the research subjects of this thesis, the results provide actionable recommendations regarding their potential for professionalization.enPreisbildungPreisPreistheorieProzessmanagementManagementInformationsmanagementStrategisches ManagementInformationsverhaltenEDIS-5249strategic managementPricingPreissetzungAktives Preismanagementpricing processmanagerial strategiesprice managementmanagementinformation behaviorprice-settingPreissetzungsprozesseinformation seeking processPreisprozessManagemententscheidungsverhaltendoctoral thesis