Pricing Technical Products

Claudio A. Saavedra
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Claudio A. Saavedra: NORDAKADEMIE Graduate School

Chapter 11 in The Marketing Challenge for Industrial Companies, 2016, pp 347-369 from Springer

Abstract: Abstract Pricing of technical products is here presented as a consequence of previous managerial tasks: market research, application-based segmentation and product development. In addition to discussing other previous models (e.g. value-based pricing), this chapter describes the reference price plus a price band that contains flexible options according to customer circumstances. A pricing process is shown as a marketer's guide. Other topics discussed include common mistakes in B2B pricing, value-based pricing limitations, volume discounts, price lists and total cost of ownership.

Keywords: Industrial Company; Reference Price; Price List; Sales Force; Industrial Marketer (search for similar items in EconPapers)
Date: 2016
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DOI: 10.1007/978-3-319-30610-0_11

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