{"id":"https://openalex.org/W2094665201","doi":"https://doi.org/10.1016/j.indmarman.2015.02.003","title":"Pricing superheroes: How a confident sales team can influence firm performance","display_name":"Pricing superheroes: How a confident sales team can influence firm performance","publication_year":2015,"publication_date":"2015-02-17","ids":{"openalex":"https://openalex.org/W2094665201","doi":"https://doi.org/10.1016/j.indmarman.2015.02.003","mag":"2094665201"},"language":"en","primary_location":{"id":"doi:10.1016/j.indmarman.2015.02.003","doi":"https://doi.org/10.1016/j.indmarman.2015.02.003","is_oa":false,"landing_page_url":"https://doi.org/10.1016/j.indmarman.2015.02.003","pdf_url":null,"source":{"id":"https://openalex.org/S31748134","display_name":"Industrial Marketing Management","issn_l":"0019-8501","issn":["0019-8501","1873-2062"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-3","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Industrial Marketing Management","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5029895349","display_name":"Stephan M. Liozu","orcid":"https://orcid.org/0000-0002-0961-897X","observed_orcids":["https://orcid.org/0000-0002-0961-897X"]},"institutions":[{"id":"https://openalex.org/I58956616","display_name":"Case Western Reserve University","ror":"https://ror.org/051fd9666","country_code":"US","type":"education","lineage":["https://openalex.org/I58956616"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Stephan M. Liozu","raw_affiliation_strings":["Case Western Reserve University, Weatherhead School of Management, United States"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Case Western Reserve University, Weatherhead School of Management, United States","institution_ids":["https://openalex.org/I58956616"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":["https://openalex.org/A5029895349"],"corresponding_institution_ids":["https://openalex.org/I58956616"],"apc_list":{"value":3990,"currency":"USD","value_usd":3990},"apc_paid":null,"fwci":6.6285,"has_fulltext":false,"cited_by_count":34,"citation_normalized_percentile":{"value":0.96288552,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":89,"max":98},"biblio":{"volume":"47","issue":null,"first_page":"26","last_page":"38"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11161","display_name":"Consumer Market Behavior and Pricing","score":0.8637999892234802,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11161","display_name":"Consumer Market Behavior and Pricing","score":0.8637999892234802,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13355","display_name":"Marketing and Advertising Strategies","score":0.04569999873638153,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10328","display_name":"Supply Chain and Inventory Management","score":0.023800000548362732,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/pricing-function","display_name":"pricing function","score":0.6930000185966492},{"id":"https://openalex.org/keywords/firm-performance","display_name":"firm performance","score":0.6309999823570251},{"id":"https://openalex.org/keywords/b2b-marketing","display_name":"B2B marketing","score":0.75},{"id":"https://openalex.org/keywords/pricing-capability","display_name":"pricing capability","score":0.703000009059906},{"id":"https://openalex.org/keywords/organizational-factors","display_name":"organizational factors","score":0.6669999957084656},{"id":"https://openalex.org/keywords/competitive-advantage","display_name":"competitive advantage","score":0.7889999747276306},{"id":"https://openalex.org/keywords/sales-management","display_name":"sales management","score":0.4650000035762787}],"concepts":[{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.6229650378227234},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.6067105531692505},{"id":"https://openalex.org/C2780586970","wikidata":"https://www.wikidata.org/wiki/Q1357284","display_name":"Popularity","level":2,"score":0.5809653401374817},{"id":"https://openalex.org/C29122968","wikidata":"https://www.wikidata.org/wiki/Q1414816","display_name":"Incentive","level":2,"score":0.4925471246242523},{"id":"https://openalex.org/C199776023","wikidata":"https://www.wikidata.org/wiki/Q202875","display_name":"Negotiation","level":2,"score":0.4753950834274292},{"id":"https://openalex.org/C40700","wikidata":"https://www.wikidata.org/wiki/Q1411783","display_name":"Industrial organization","level":1,"score":0.43411898612976074},{"id":"https://openalex.org/C175444787","wikidata":"https://www.wikidata.org/wiki/Q39072","display_name":"Microeconomics","level":1,"score":0.41452664136886597},{"id":"https://openalex.org/C2780193402","wikidata":"https://www.wikidata.org/wiki/Q3394670","display_name":"Pricing strategies","level":2,"score":0.4124354124069214},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.33717817068099976},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.0},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.0},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.0},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1016/j.indmarman.2015.02.003","doi":"https://doi.org/10.1016/j.indmarman.2015.02.003","is_oa":false,"landing_page_url":"https://doi.org/10.1016/j.indmarman.2015.02.003","pdf_url":null,"source":{"id":"https://openalex.org/S31748134","display_name":"Industrial Marketing Management","issn_l":"0019-8501","issn":["0019-8501","1873-2062"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-3","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Industrial Marketing Management","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[],"study_designs":[{"id":"https://openalex.org/study-designs/observational-study","display_name":"Observational Study"}],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":131,"referenced_works":["https://openalex.org/W177301048","https://openalex.org/W206113828","https://openalex.org/W607154831","https://openalex.org/W1446543390","https://openalex.org/W1484864026","https://openalex.org/W1487784592","https://openalex.org/W1503428541","https://openalex.org/W1505788006","https://openalex.org/W1521794014","https://openalex.org/W1527096518","https://openalex.org/W1539209891","https://openalex.org/W1562208008","https://openalex.org/W1564593199","https://openalex.org/W1580288159","https://openalex.org/W1586285443","https://openalex.org/W1593257580","https://openalex.org/W1746481959","https://openalex.org/W1816720378","https://openalex.org/W1857042702","https://openalex.org/W1963944357","https://openalex.org/W1964316437","https://openalex.org/W1968219313","https://openalex.org/W1971292291","https://openalex.org/W1976229060","https://openalex.org/W1978399955","https://openalex.org/W1979416933","https://openalex.org/W1979422830","https://openalex.org/W1981446808","https://openalex.org/W1981680040","https://openalex.org/W1983053304","https://openalex.org/W1983873740","https://openalex.org/W1984103729","https://openalex.org/W1985453879","https://openalex.org/W1989528006","https://openalex.org/W1990871987","https://openalex.org/W1991623719","https://openalex.org/W1993551472","https://openalex.org/W1993710293","https://openalex.org/W1995835640","https://openalex.org/W1999686839","https://openalex.org/W2002677052","https://openalex.org/W2003780276","https://openalex.org/W2006468167","https://openalex.org/W2007531096","https://openalex.org/W2012887883","https://openalex.org/W2013313972","https://openalex.org/W2016143549","https://openalex.org/W2018418427","https://openalex.org/W2021099416","https://openalex.org/W2026014848","https://openalex.org/W2027566468","https://openalex.org/W2032091634","https://openalex.org/W2036149274","https://openalex.org/W2039279156","https://openalex.org/W2042217374","https://openalex.org/W2045235953","https://openalex.org/W2045903425","https://openalex.org/W2050759581","https://openalex.org/W2054666307","https://openalex.org/W2055711610","https://openalex.org/W2058391311","https://openalex.org/W2058412778","https://openalex.org/W2060350788","https://openalex.org/W2061977616","https://openalex.org/W2062547402","https://openalex.org/W2065395492","https://openalex.org/W2065625554","https://openalex.org/W2067313712","https://openalex.org/W2068370738","https://openalex.org/W2068540835","https://openalex.org/W2068828493","https://openalex.org/W2071666535","https://openalex.org/W2079656888","https://openalex.org/W2079681999","https://openalex.org/W2079822391","https://openalex.org/W2080948272","https://openalex.org/W2083760171","https://openalex.org/W2083761340","https://openalex.org/W2085179781","https://openalex.org/W2085234939","https://openalex.org/W2096242226","https://openalex.org/W2100612657","https://openalex.org/W2101946146","https://openalex.org/W2102469678","https://openalex.org/W2106096361","https://openalex.org/W2108795964","https://openalex.org/W2111398406","https://openalex.org/W2111426715","https://openalex.org/W2123016156","https://openalex.org/W2123709218","https://openalex.org/W2129600810","https://openalex.org/W2131423223","https://openalex.org/W2131721738","https://openalex.org/W2133188325","https://openalex.org/W2135960374","https://openalex.org/W2137430574","https://openalex.org/W2145661391","https://openalex.org/W2145725144","https://openalex.org/W2148740810","https://openalex.org/W2150238850","https://openalex.org/W2151874674","https://openalex.org/W2154575144","https://openalex.org/W2155280457","https://openalex.org/W2156207388","https://openalex.org/W2157839339","https://openalex.org/W2160449301","https://openalex.org/W2164533035","https://openalex.org/W2166167059","https://openalex.org/W2174179791","https://openalex.org/W2321223817","https://openalex.org/W2322218758","https://openalex.org/W2323177869","https://openalex.org/W2326333094","https://openalex.org/W2326946929","https://openalex.org/W2329894162","https://openalex.org/W2332345511","https://openalex.org/W2494018780","https://openalex.org/W2617210000","https://openalex.org/W2769911796","https://openalex.org/W2801004064","https://openalex.org/W2959382572","https://openalex.org/W3121375300","https://openalex.org/W3124536214","https://openalex.org/W3125549700","https://openalex.org/W3214923421","https://openalex.org/W4230486732","https://openalex.org/W4235678817","https://openalex.org/W4256735268","https://openalex.org/W4293586167","https://openalex.org/W6680448639","https://openalex.org/W6757058435"],"related_works":["https://openalex.org/W2035079527","https://openalex.org/W2079656888","https://openalex.org/W2185069487","https://openalex.org/W2065825303","https://openalex.org/W1970337550","https://openalex.org/W2799346808","https://openalex.org/W3135997495","https://openalex.org/W2554531502","https://openalex.org/W2065395492","https://openalex.org/W2321223817"],"abstract_inverted_index":null,"counts_by_year":[{"year":2026,"cited_by_count":1},{"year":2025,"cited_by_count":2},{"year":2024,"cited_by_count":1},{"year":2023,"cited_by_count":5},{"year":2022,"cited_by_count":5},{"year":2021,"cited_by_count":3},{"year":2020,"cited_by_count":4},{"year":2019,"cited_by_count":5},{"year":2018,"cited_by_count":4},{"year":2017,"cited_by_count":2},{"year":2016,"cited_by_count":1},{"year":2015,"cited_by_count":1}],"updated_date":"2026-10-16T09:59:22.235173","created_date":"2016-06-24T00:00:00"}
