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Export channel pricing management for integrated solutions

Author

Listed:
  • Roine, Henna
  • Sainio, Liisa-Maija
  • Saarenketo, Sami

Abstract

This article studies systems integrators' export channel pricing management for integrated solutions. We find support from our empirical case study for the notion that a systems integrator's export channel pricing strategy is multidimensional and dependent on international pricing environment and partner characteristics and that export partnerships have unique implications on a systems integrator's pricing process. The results show that giving up pricing control in export channel context may be suitable if the partnership is strategic. The findings also suggest that customer value-based pricing strategies instead of traditional cost-plus pricing methods should be adopted towards both end customers and channel members.

Suggested Citation

  • Roine, Henna & Sainio, Liisa-Maija & Saarenketo, Sami, 2012. "Export channel pricing management for integrated solutions," jbm - Journal of Business Market Management, Free University Berlin, Marketing Department, vol. 5(3), pages 195-214.
  • Handle: RePEc:zbw:fubjbm:66010
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    References listed on IDEAS

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    9. Andrew Davies, 2004. "Moving base into high-value integrated solutions: a value stream approach," Industrial and Corporate Change, Oxford University Press, vol. 13(5), pages 727-756, October.
    10. Desirée Blankenburg Holm & Kent Eriksson & Jan Johanson, 1996. "Business Networks and Cooperation in International Business Relationships," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 27(5), pages 1033-1053, December.
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