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Table Table 1 Go-to-market & pricing

The seven-layer pricing architecture map

A price architecture is coherent only when the measurement basis, promise, access, terms, realised price, authority, and review can be read together.

LayerFieldIf missingOwner or trigger
Value metricUnit, event, rule, dispute boundaryA precise bill has no defensible unitWho owns the metric?
Offer and promiseOutcome, work, access, exclusionsThe buyer cannot identify the promiseWhat scope change opens review?
Access and entitlementLimits, users, service window, rightsA fee creates an unlimited expectation or burdenWhat boundary constrains access?
Terms and riskBilling, commitment, renewal, credit, currency, taxEqual list prices carry different risk or timingWhich term needs approval?
Pocket-price bridgeList price, discount, rebate, credit, adjustmentsThe headline is mistaken for the realised exchangeWho authorises it, and for how long?
Price authority and changeTrigger, owner, communication, exception, update, reviewExceptions become a second ungoverned systemWhat observation permits change?
Review and outcomePromise, access, service burden, resultSignature or renewal becomes proof of valueWhat evidence retires the design?

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Reference & Evidence

Source: Author's synthesis grounded in Simon (2015), Sundararajan (2004), Zbaracki et al. (2004), and Sousa and Bradley (2008). All labels, failure conditions, and owner-trigger logic are synthetic; no current operating or market data is shown.

Each line is a claim from the register this journal publishes against, resolved from the register at build time.

  • B Price is not one number: the book sets out "the many dimensions of prices": bundles, negotiated prices, wholesale, retail and manufacturers' suggested retail prices Simon (2015), pp. 11-13 · published full text · G04-C1
  • B In B2B the list price is a starting point: suppliers use it "at best as guidance or starting point they negotiate intensely over terms and conditions such as discounts payment terms order minimums and on invoice and off invoice rebates" Simon (2015), pp. 12-13 · published full text · G04-C2
  • B The two contracts and the cost of metering, in the paper's own words: it analyses optimal pricing "when both unlimited-usage (fixed-fee) pricing and usage-based pricing are feasible and administering usage-based pricing may involve transaction costs" Sundararajan (2004), abstract and pp. 1660-1662 · published full text · G04-C3
  • A The cost types, named: "we identify and measure three types of managerial costs information gathering decision making and communication costs and two types of customer costs communication and negotiation costs" zbaracki-etal-2004-price-adjustment-costs · published full text · G04-C5
  • A One firm, and the paper says so: the totals are "1 22 of the company s revenue and 20 03 of the company s net margin": a single U.S. industrial manufacturer, not a benchmark zbaracki-etal-2004-price-adjustment-costs · published full text · G04-C6
  • B The design and the measure: "using data collected from over 300 firms price adaptation and export performance were measured at the export venture level and analyzed by way of structural equation modeling" Sousa & Bradley. (2008) · full-text working paper · G04-C7
  • B The conclusion is stated as a strategy implication drawn from cross-sectional associations: "We concluded that international pricing strategies should reflect the environmental characteristics of the foreign market" Sousa & Bradley. (2008) · full-text working paper · G04-C8

Grades: A, verified against the printed page of the primary source · B, primary source, text layer only · C, authoritative secondary · D, reported.

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