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http://hdl.handle.net/10419/66010
  
Title:Export channel pricing management for integrated solutions PDF Logo
Authors:Roine, Henna
Sainio, Liisa-Maija
Saarenketo, Sami
Issue Date:2012
Citation:[Journal:] jbm - Journal of Business Market Management [Volume:] 5 [Year:] 2012 [Issue:] 3 [Pages:] 195-214
Abstract:This article studies systems integrators' export channel pricing management for integrated solutions. We find support from our empirical case study for the notion that a systems integrator's export channel pricing strategy is multidimensional and dependent on international pricing environment and partner characteristics and that export partnerships have unique implications on a systems integrator's pricing process. The results show that giving up pricing control in export channel context may be suitable if the partnership is strategic. The findings also suggest that customer value-based pricing strategies instead of traditional cost-plus pricing methods should be adopted towards both end customers and channel members.
Subjects:export channel pricing
partnerships
integrated solutions
Persistent Identifier of the first edition:urn:nbn:de:0114-jbm-v5i3.238
Creative Commons License:http://creativecommons.org/licenses/by-nd/3.0/
Document Type:Article
Appears in Collections:jbm - Journal of Business Market Management

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