Revenue models for integrated customer solutions: Concept and organizational implementation

Sebastian Bonnemeier, Ferdinand Burianek, Ralf Reichwald

Research output: Contribution to journalArticlepeer-review

53 Scopus citations

Abstract

Integrating products and services to customized solutions can help firms to differentiate from their competitors. In practice, however, various companies fall short in extracting value from their customers. Therefore this article suggests using innovative pricing approaches for solutions, based on the value created for the customer. Applying value-based revenue models makes internal pricing decisions more complex and calls for precise courses of action. To facilitate their organizational implementation, the article adopts a process-oriented perspective and derives a generic price management process with crucial routines and activities based on 15 in-depth interviews with practitioners from various industries.

Original languageEnglish
Pages (from-to)228-238
Number of pages11
JournalJournal of Revenue and Pricing Management
Volume9
Issue number3
DOIs
StatePublished - May 2010
Externally publishedYes

Keywords

  • Capabilities
  • Pricing processes
  • Solutions
  • Value-based pricing

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