Pricing practices and value creation logics

Magnus Johansson, Linn Andersson

    Research output: Contribution to journalArticlepeer-review

    Abstract

    The pricing literature is mainly concerned with pricing in association with standardized products and services. This article addresses the topic of pricing from the perspective of value creation logics, focusing on highly customized deliveries rather than standardized products. The article first outlines a framework of pricing settings, depending on value creation logics. It then exemes parts of this framework through an empirical illustration of pricing practices within an industrial firm supplying highly customized deliveries. In particular, the article identifies the appropriateness of applying economic versus customer value pricing practices depending on the value creation setting.
    Original languageEnglish
    Pages (from-to)64-75
    JournalJournal of Revenue and Pricing Management
    Volume11
    Issue number1
    DOIs
    Publication statusPublished - 2012

    Subject classification (UKÄ)

    • Economics and Business

    Free keywords

    • customization
    • value creation
    • pricing
    • value
    • competition

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