Institut for Produktion og Erhvervsøkonomi

Ekstern lektor

E-mail: mja.om@cbs.dk

In 2015, Martin started his industrial PhD studies in collaboration with the GN Group, a global manufacturer of hearing and communication devices (9.6 billion DKK revenues; www.gn.com). He was fully employed by the firm as a pricing and value analyst for three years, and at the same time conducted pricing research at CBS. The main idea of the industrial PhD project was to advance the dialogue between theoretical pricing research and actual pricing practices of firms.

After completion of the PhD degree on ‘Organizing for Pricing’, Martin started working at TDC Group, Denmark’s largest telecommunications company (20.3 billion DKK revenues; www.tdcgroup.com). Here, he is employed as a strategic pricing manager in the group strategy department, where he defines pricing strategies and runs pricing projects across brands and product lines. At the same time, he continues teaching the course ‘Pricing Management’ as an external lecturer together with Sof Thrane and Giulio Zichella.

Pricing areas of interest and expertise:

  • Value-based pricing
  • Behavioral and psychological factors affecting pricing decisions and willingness-to-pay (e.g. intuition and irrationality)
  • Digital pricing and subscription-based business models
  • Pricing organization, structures, processes and designs
  • Price discounting, price approvals and delegation of pricing authority
  • Business model innovation & servitization


Primære forskningsområder
  • Pricing & Value
  • Strategy
  • Marketing
  • Sales
  • Business Development
Link til denne hjemmeside

Pricing Management (bachelor and executive level)

Publikationer sorteret efter:
Martin Jarmatz; Sof Thrane; Giulio Zichella / Kontrol af prisfastsættelsen via udvikling af prispolitikker
I: Revision & Regnskabsvæsen, Vol. 89, Nr. 1, 2020, s. 52-57
Tidsskriftartikel > peer review
Jawwad Raja; Thomas Frandsen; Christian Kowalkowski; Martin Jarmatz / Learning to Discover Value : Value-based Pricing and Selling Capabilities for Services and Solutions.
I: Journal of Business Research, Vol. 114, 6.2020, s. 142-159
Tidsskriftartikel > peer review
Sof Thrane; Martin Jarmatz; Michael Fetahi Laursen; Katrine Kornmaaler / A Practice-based Approach to Collective Decision-making in Pricing
I: Qualitative Research in Accounting & Management, Vol. 16, Nr. 1, 2019, s. 117-143
Tidsskriftartikel > peer review
Sof Thrane; Martin Jarmatz / Pricing management : Information, koordination og kontrol.
I: Revision & Regnskabsvæsen, Vol. 88, Nr. 4, 4.2019, s. 36-47
Tidsskriftartikel > peer review
Martin Jarmatz / Organizing for Pricing
Frederiksberg : Copenhagen Business School [Phd] 2018, 188 s. (PhD series, Nr. 20.2018)
Jawwad Raja; Thomas Frandsen; Sof Thrane; Martin Jarmatz / Value-based Pricing and Selling Capabilities for Industrial Services and Solutions
Paper presented at 32nd Annual IMP Conference, 2016
Paper > peer review