Bitte verwenden Sie diesen Link, um diese Publikation zu zitieren, oder auf sie als Internetquelle zu verweisen: https://hdl.handle.net/10419/66010 
Erscheinungsjahr: 
2012
Quellenangabe: 
[Journal:] jbm - Journal of Business Market Management [Volume:] 5 [Issue:] 3 [Publisher:] Freie Universität Berlin, Marketing-Department [Place:] Berlin [Year:] 2012 [Pages:] 195-214
Verlag: 
Freie Universität Berlin, Marketing-Department, Berlin
Zusammenfassung: 
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.
Schlagwörter: 
export channel pricing
partnerships
integrated solutions
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