Over the past decade, more firms are adopting best practices, methods, and systems related to pricing. There is increasing evidence of pricing as a powerful lever and driver of financial performance. Despite this good progress, pricing as a function lags behind other functions, and many firms struggles to improve the adoption of pricing tools, methods, and systems. We survey 540 business and pricing professionals with the support of the Professional Pricing Society to investigate the influence of four organizational factors on the adoption of pricing as well as the impact of increased pricing adoption to relative firm performance. Our results highlight the positive influence of organizational alignment, cross-functional collaboration, and top championing support on the adoption of pricing. They also reveal that too much formalization in the pricing process negatively influences adoption. Finally, we find that the greater the adoption of pricing, the greater the relative firm performance.

在过去的十年中，越来越多的公司采用与定价相关的最佳做法，方法和系统。越来越多的证据表明，定价是财务业绩的有力杠杆和驱动力。尽管取得了良好的进展，但定价功能仍落后于其他功能，许多公司都在努力提高定价工具，方法和系统的采用率。在专业定价协会的支持下，我们对540名商业和定价专业人士进行了调查，以调查四个组织因素对采用定价的影响以及定价采用的增加对公司相对绩效的影响。我们的结果强调了组织调整，跨职能协作以及顶级支持对定价采用的积极影响。他们还表明，定价过程中过多的形式化会对采用产生负面影响。最后，我们发现，采用定价的方式越多，相对公司的业绩就越好。