IMPLEMENTING SERVICES IN PRICING DECISIONS TO ENHANCE THE CUSTOMER RELATIONSHIP — A FRAMEWORK FOR PRICE SETTING

Sören Lüders, Luisa Andreu and Anna S. Mattila
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Sören Lüders: University of Valencia, Spain
Luisa Andreu: University of Valencia, Spain
Anna S. Mattila: Pennsylvania State University, USA

Chapter 7 in Advances in Doctoral Research in Management, 2008, pp 129-147 from World Scientific Publishing Co. Pte. Ltd.

Abstract: AbstractThis study develops a pricing framework that focuses on relationship-building — a factor that has been largely ignored in the pricing literature. First, a case-study method has been employed to better understand how a production-oriented company sets prices for its products. Then a framework has been developed which incorporates the service component in the pricing equation. The results of this research suggest that factoring in the price for services offered can enhance relationship management, thus having a positive impact on the company's business performance.

Keywords: Doctoral; Research; Management Methodology; Data; Analysis; Paradigm; Modeling; International; Management Theory; Statistics; Market Survey (search for similar items in EconPapers)
JEL-codes: F1 (search for similar items in EconPapers)
Date: 2008
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