The IRMA Community
Newsletters
Research IRM
Click a keyword to search titles using our InfoSci-OnDemand powered search:
|
Pricing Integrated Customer Solutions: A Process-Oriented Perspective on Value Appropriation
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.
Related Content
Azeem Khan, Noor Zaman Jhanjhi, Dayang Hajah Tiawa Binti Awang Haji Hamid, Haji Abdul Hafidz bin Haji Omar.
© 2024.
30 pages.
|
Siva Raja Sindiramutty, Chong Eng Tan, Sei Ping Lau, Rajan Thangaveloo, Abdalla Hassan Gharib, Amaranadha Reddy Manchuri, Navid Ali Khan, Wee Jing Tee, Lalitha Muniandy.
© 2024.
67 pages.
|
Ruchi Doshi, Kamal Kant Hiran.
© 2024.
16 pages.
|
N. Ambika.
© 2024.
9 pages.
|
Siva Raja Sindiramutty, Wee Jing Tee, Sumathi Balakrishnan, Sukhminder Kaur, Rajan Thangaveloo, Husin Jazri, Navid Ali Khan, Abdalla Gharib, Amaranadha Reddy Manchuri.
© 2024.
54 pages.
|
Azeem Khan, NZ Jhanjhi, Dayang Hajah Tiawa Binti Awang Haji Hamid, Haji Abdul Hafidz bin Haji Omar.
© 2024.
22 pages.
|
Azeem Khan, Noor Zaman Jhanjhi, Dayang Hajah Tiawa Binti Awang Haji Hamid, Haji Abdul Hafidz bin Haji Omar.
© 2024.
36 pages.
|
|
|