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La rentabilité des services dans les entreprises industrielles: "enquête sur un postulat"

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  • MALLERET, Véronique
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    Abstract

    The working paper discusses the profitability of service offers in industrial firms. It first lists the main arguments supporting the theoretical debate, and then describes the results of a field study implemented in six industrial SME’s, which highlights the heterogeneity of their practices regarding the pricing and costing of service offers. The paper concludes by presenting the main conditions required to ensure the profitability of services in industrial firms.

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    File URL: http://www.hec.fr/var/fre/storage/original/application/be3c90e2dcf9da96303338319e3be59e.pdf
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    Bibliographic Info

    Paper provided by HEC Paris in its series Les Cahiers de Recherche with number 811.

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    Length: 50 pages
    Date of creation: 01 Mar 2005
    Date of revision:
    Handle: RePEc:ebg:heccah:0811

    Contact details of provider:
    Postal: HEC Paris, 78351 Jouy-en-Josas cedex, France
    Web page: http://www.hec.fr/
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    Related research

    Keywords: profitability; services; pricing;

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    1. Gebauer, Heiko & Fleisch, Elgar & Friedli, Thomas, 2005. "Overcoming the Service Paradox in Manufacturing Companies," European Management Journal, Elsevier, vol. 23(1), pages 14-26, February.
    2. Leo, P.Y. & Philippe, J., 1996. "Les couples produit-service, voie de developpement pour les PME exportatrices?," Papers 190, Universite Aix-Marseille III.
    3. Hünerberg, Reinhard & Hüttmann, Axel, 2003. "Performance as a Basis for Price-setting in the Capital Goods Industry:: Concepts and Empirical Evidence," European Management Journal, Elsevier, vol. 21(6), pages 717-730, December.
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