Price-setting research has mainly focused on normative processes. However, a conception of pricing practices in B2B-companies is missing. Information deficits lead pricing managers to deviate from normative processes. We complement and extent normative models by assessing pricing managers’ compensation behavior in cases of information deficits. We propose a typology of approaches to missing price-related information.

ABSTRACT
INTRODUCTION
THEORETICAL CONTEXT
METHODOLOGY AND DATA
RESULTS
DISCUSSION AND IMPLICATIONS
CONCLUDING REMARKS AND FUTURE RESEARCH
FABULA DOCET- CONCLUSION
TABLES
GRAPHS
REFERENCES

• Iris Schmut