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Export channel pricing management for integrated solutions

  • Roine, Henna
  • Sainio, Liisa-Maija
  • Saarenketo, Sami
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    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.

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    File URL: http://econstor.eu/bitstream/10419/66010/1/727081527.pdf
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    Article provided by Free University Berlin, Marketing Department in its journal jbm - Journal of Business Market Management.

    Volume (Year): 5 (2012)
    Issue (Month): 3 ()
    Pages: 195-214

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    Handle: RePEc:zbw:fubjbm:66010
    Contact details of provider: Web page: http://jbm-online.net/index.php/jbm/index

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    1. Preet S Aulakh & Masaaki Kotabe & Arvind Sahay, 1996. "Trust and Performance in Cross-Border Marketing Partnerships: A Behavioral Approach," Journal of International Business Studies, Palgrave Macmillan, vol. 27(4), pages 1005-1032, December.
    2. J. Varis & O. Kuivalainen & S. Saarenketo, 2005. "Partner Selection for International Marketing and Distribution in Corporate New Ventures," Journal of International Entrepreneurship, Springer, vol. 3(1), pages 19-36, January.
    3. Desir�e Blankenburg Holm & Kent Eriksson & Jan Johanson, 1996. "Business Networks and Cooperation in International Business Relationships," Journal of International Business Studies, Palgrave Macmillan, vol. 27(5), pages 1033-1053, December.
    4. C Zhang & S T Cavusgil & A S Roath, 2003. "Manufacturer governance of foreign distributor relationships: do relational norms enhance competitiveness in the export market?," Journal of International Business Studies, Palgrave Macmillan, vol. 34(6), pages 550-566, November.
    5. Koza, Mitchell & Lewin, Arie, 2000. "Managing partnerships and strategic alliances: raising the odds of success," European Management Journal, Elsevier, vol. 18(2), pages 146-151, April.
    6. 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.
    7. Preet S Aulakh & Masaaki Kotabe & Arvind Sahay, 1996. "Trust and Performance in Cross-Border Marketing Partnerships: A Behavioral Approach," Journal of International Business Studies, Palgrave Macmillan, vol. 27(5), pages 1005-1032, December.
    8. Peter M. Noble & Thomas S. Gruca, 1999. "Industrial Pricing: Theory and Managerial Practice," Marketing Science, INFORMS, vol. 18(3), pages 435-454.
    9. Desir�e Blankenburg Holm & Kent Eriksson & Jan Johanson, 1996. "Business Networks and Cooperation in International Business Relationships," Journal of International Business Studies, Palgrave Macmillan, vol. 27(4), pages 1033-1053, December.
    10. Hobday, Mike, 1998. "Product complexity, innovation and industrial organisation," Research Policy, Elsevier, vol. 26(6), pages 689-710, February.
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