Towards value-driven strategies in pricing IT solutions

被引：6
作者：
Reen N. [1 ]
Hellström M. [2 ]
Wikström K. [2 ,3 ]
Perminova-Harikoski O. [2 ,3 ]
机构：
[1] Innotrain OY, Isomäki 19B, Espoo
[2] Abo Akademi University, Biskopsgatan 8, Abo
[3] PBI Research Institute, Abo Akademi University, Biskopsgatan 8, Abo
来源：
Journal of Revenue and Pricing Management | 2017年 / 16卷 / 1期
关键词：
Capability; Industrial services; Pricing strategy; Service pricing; Value-based pricing; Value-driven;
D O I：
10.1057/s41272-017-0079-z
中图分类号：
学科分类号：
摘要：
The objective of this paper is to discuss the challenges and opportunities involved in the pricing of industrial IT solutions and to propose practical advice on how to implement value-driven strategy in pricing. A case study of an organisation moving towards value-based pricing is presented. The results provide clarification of new pricing strategies for managers by defining work packages for implementing the transition towards a value-based approach. The findings show that value-based pricing is related to the ability of the organisation to create value for its customers, to charge them according to the value, and implies severe changes in the company's business model. © 2017 Macmillan Publishers Ltd.
引用
收藏
页码：99 / 105
页数：6
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