IDEAS home Printed from https://ideas.repec.org/a/igg/jssmet/v1y2010i3p1-16.html
   My bibliography  Save this article

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

Author

Listed:
  • Sebastian Bonnemeier

    (Technische Universität München, Germany)

  • Ferdinand Burianek

    (Technische Universität München, Germany)

  • Ralf Reichwald

    (Technische Universität München, Germany)

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.

Suggested Citation

  • Sebastian Bonnemeier & Ferdinand Burianek & Ralf Reichwald, 2010. "Pricing Integrated Customer Solutions: A Process-Oriented Perspective on Value Appropriation," International Journal of Service Science, Management, Engineering, and Technology (IJSSMET), IGI Global, vol. 1(3), pages 1-16, July.
    • Handle: RePEc:igg:jssmet:v:1:y:2010:i:3:p:1-16
    as

    Download full text from publisher

    File URL: http://services.igi-global.com/resolvedoi/resolve.aspx?doi=10.4018/jssmet.2010070101
    Download Restriction: no
    ---><---

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:igg:jssmet:v:1:y:2010:i:3:p:1-16. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Journal Editor (email available below). General contact details of provider: https://www.igi-global.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.