Implementing services in pricing decisions to enhance the customer relationship - a framework for price setting

Sören Lüders, Luisa Andreu, Anna S. Mattila

Research output: Chapter in Book/Report/Conference proceedingChapter

Abstract

This study develops a pricing framework that focuses on relationship-building - a factor that has been largely ignored in the pricing literature. First, a case-study method has been employed to better understand how a production-oriented company sets prices for its products. Then a framework has been developed which incorporates the service component in the pricing equation. The results of this research suggest that factoring in the price for services offered can enhance relationship management, thus having a positive impact on the company’s business performance.

Original languageEnglish (US)
Title of host publicationAdvances In Doctoral Research In Management (Volume 2)
PublisherWorld Scientific Publishing Co.
Pages129-147
Number of pages19
ISBN (Electronic)9789812778666
DOIs
StatePublished - Jan 1 2008

All Science Journal Classification (ASJC) codes

  • Economics, Econometrics and Finance(all)
  • Business, Management and Accounting(all)

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