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

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

Sebastian Bonnemeier, Ferdinand Burianek, Ralf Reichwald
Copyright: © 2010 |Volume: 1 |Issue: 3 |Pages: 16
ISSN: 1947-959X|EISSN: 1947-9603|EISBN13: 9781609608965|DOI: 10.4018/jssmet.2010070101
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MLA

Bonnemeier, Sebastian, et al. "Pricing Integrated Customer Solutions: A Process-Oriented Perspective on Value Appropriation." IJSSMET vol.1, no.3 2010: pp.1-16. http://doi.org/10.4018/jssmet.2010070101

APA

Bonnemeier, S., Burianek, F., & Reichwald, R. (2010). Pricing Integrated Customer Solutions: A Process-Oriented Perspective on Value Appropriation. International Journal of Service Science, Management, Engineering, and Technology (IJSSMET), 1(3), 1-16. http://doi.org/10.4018/jssmet.2010070101

Chicago

Bonnemeier, Sebastian, Ferdinand Burianek, and Ralf Reichwald. "Pricing Integrated Customer Solutions: A Process-Oriented Perspective on Value Appropriation," International Journal of Service Science, Management, Engineering, and Technology (IJSSMET) 1, no.3: 1-16. http://doi.org/10.4018/jssmet.2010070101

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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.

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