The current research investigates empirically the conditions that lead to the adoption of the three pricing strategies used for determining the price of a new product in a B2B market, namely, skimming pricing, penetration pricing and pricing similar to competitive prices. Analyzing data from four B2B sectors, the study concludes that skimming pricing and penetration pricing are related to the company’s corporate and marketing strategy and the product characteristics, while market conditions influence the adoption of pricing similar to competitive prices.