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Pricing Technical Products

In: The Marketing Challenge for Industrial Companies

Author

Listed:
  • Claudio A. Saavedra

    (NORDAKADEMIE Graduate School)

Abstract

Pricing of technical products is here presented as a consequence of previous managerial tasks: market research, application-based segmentation and product development. In addition to discussing other previous models (e.g. value-based pricing), this chapter describes the reference price plus a price band that contains flexible options according to customer circumstances. A pricing process is shown as a marketer's guide. Other topics discussed include common mistakes in B2B pricing, value-based pricing limitations, volume discounts, price lists and total cost of ownership.

Suggested Citation

  • Claudio A. Saavedra, 2016. "Pricing Technical Products," Management for Professionals, in: The Marketing Challenge for Industrial Companies, chapter 11, pages 347-369, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-319-30610-0_11
    DOI: 10.1007/978-3-319-30610-0_11
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