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

Sören Lüders; Luisa Andreu; Anna S. Mattila

doi:10.1142/9789812778666_0007

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

Sören Lüders, Luisa Andreu, Anna S. Mattila

School of Hospitality Management

Research output: Chapter in Book/Report/Conference proceeding › Chapter

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 language	English (US)
Title of host publication	Advances In Doctoral Research In Management (Volume 2)
Publisher	World Scientific Publishing Co.
Pages	129-147
Number of pages	19
ISBN (Electronic)	9789812778666
DOIs	https://doi.org/10.1142/9789812778666_0007
State	Published - Jan 1 2008

All Science Journal Classification (ASJC) codes

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

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

Abstract

All Science Journal Classification (ASJC) codes

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