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


  • MALLERET, Véronique


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.

Suggested Citation

  • MALLERET, Véronique, 2005. "La rentabilité des services dans les entreprises industrielles: "enquête sur un postulat"," HEC Research Papers Series 811, HEC Paris.
  • Handle: RePEc:ebg:heccah:0811

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    References listed on IDEAS

    1. Leo, P.Y. & Philippe, J., 1996. "Les couples produit-service, voie de developpement pour les PME exportatrices?," Papers 190, Universite Aix-Marseille III.
    2. 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.
    3. 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.
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    More about this item


    profitability; services; pricing;

    JEL classification:

    • L00 - Industrial Organization - - General - - - General
    • L80 - Industrial Organization - - Industry Studies: Services - - - General

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