Please use this identifier to cite or link to this item: https://hdl.handle.net/10419/66010 
Year of Publication: 
2012
Citation: 
[Journal:] jbm - Journal of Business Market Management [Volume:] 5 [Issue:] 3 [Publisher:] Freie Universität Berlin, Marketing-Department [Place:] Berlin [Year:] 2012 [Pages:] 195-214
Publisher: 
Freie Universität Berlin, Marketing-Department, Berlin
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: 
Creative Commons License: 
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Document Type: 
Article

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