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 thi...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 paper focuses on pricing aspects as central means for value appropriation in the context of solutions.Following the resource-based view of the firm,we adopt a process-oriented perspective on pricing practices in order to identify crucial factors and activities.Based on 15 in-depth interviews with practitioners from various industries we derive six steps of a price management process for value appropriation in the context of solution selling and present critical activities and routines within each step.展开更多
Global competition and declining margins have made enterprises in diverse industries increasingly aware that assuring low cost,product performance and high quality is no longer sufficient for long-term success. Integr...Global competition and declining margins have made enterprises in diverse industries increasingly aware that assuring low cost,product performance and high quality is no longer sufficient for long-term success. Integrating products and services to customized solutions can help firms to differentiate from their competitors.Based on 11 in-depth interviews with managers from solution providers and an exploratory survey with 45 solution providers we derive a four-step process of value creation as well as a set of critical activities and pitfalls within each step.Selling solutions require customer-supplier relational processes comprising analysis/consulting,design/configuration,implementation/delivery,and support/operation.To get a better understanding of the relational process we adopted this perspective on creating solutions in order to identify crucial routines and activities.Two main capabilities within this process can be identified:customer interaction and project management.Both capabilities are required in order to deliver more effective solutions at profitable prices.展开更多
文摘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 paper focuses on pricing aspects as central means for value appropriation in the context of solutions.Following the resource-based view of the firm,we adopt a process-oriented perspective on pricing practices in order to identify crucial factors and activities.Based on 15 in-depth interviews with practitioners from various industries we derive six steps of a price management process for value appropriation in the context of solution selling and present critical activities and routines within each step.
文摘Global competition and declining margins have made enterprises in diverse industries increasingly aware that assuring low cost,product performance and high quality is no longer sufficient for long-term success. Integrating products and services to customized solutions can help firms to differentiate from their competitors.Based on 11 in-depth interviews with managers from solution providers and an exploratory survey with 45 solution providers we derive a four-step process of value creation as well as a set of critical activities and pitfalls within each step.Selling solutions require customer-supplier relational processes comprising analysis/consulting,design/configuration,implementation/delivery,and support/operation.To get a better understanding of the relational process we adopted this perspective on creating solutions in order to identify crucial routines and activities.Two main capabilities within this process can be identified:customer interaction and project management.Both capabilities are required in order to deliver more effective solutions at profitable prices.
