Pricing Integrated Customer Solutions: A Process-Oriented Perspective on Value Appropriation

Sebastian Bonnemeier, Ferdinand Burianek and Ralf Reichwald
Additional contact information
Sebastian Bonnemeier: Technische Universität München, Germany
Ferdinand Burianek: Technische Universität München, Germany
Ralf Reichwald: Technische Universität München, Germany

International Journal of Service Science, Management, Engineering, and Technology (IJSSMET), 2010, vol. 1, issue 3, 1-16

Abstract: Integrating products and services to customized solutions can help firms differentiate from their competitors. In practice, however, various companies fall short in extracting value from their customers. Therefore, this paper focuses on pricing aspects as central means for value appropriation in the context of solutions. Following the resource-based view of the firm, the authors adopt a process-oriented perspective on pricing practices in order to identify crucial factors and activities. Based on 15 in-depth interviews with practitioners from various industries, this paper derives six steps of a price management process for value appropriation in the context of solution selling and presents critical activities and routines within each step.

Date: 2010
References: Add references at CitEc
Citations:

Downloads: (external link)
https://services.igi-global.com/resolvedoi/resolve ... 18/jssmet.2010070101 (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:igg:jssmet:v:1:y:2010:i:3:p:1-16

Access Statistics for this article

International Journal of Service Science, Management, Engineering, and Technology (IJSSMET) is currently edited by Ahmad Taher Azar

More articles in International Journal of Service Science, Management, Engineering, and Technology (IJSSMET) from IGI Global
Bibliographic data for series maintained by Journal Editor ().