Pricing strategies of service offerings in manufacturing companies: a literature review and empirical investigation

Mario Rapaccini

68 citations0/0 files storedProduction Planning & Control

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Service and Product Innovation Supply Chain and Inventory Management Sustainable Supply Chain Management

Abstract

This paper presents the strategies used by manufacturing companies to price service offerings. After reviewing the extant literature on this subject, the paper forwards propositions that are relevant to illustrate the relationships between servitization, pricing strategies, bundling options, revenue models and pricing capabilities. Using multiple case-based research, this study makes three contributions to the literature on servitization of manufacturing firms. It extensively explores the relationship between servitization and pricing practices, it suggests which factors can moderate this relationship and it examines the capabilities demanded to the firm to introduce innovative pricing practices.

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References

1984Case Study Research: Design and Methods 1991Case Study Research: Design and Methods 1984A resource‐based view of the firm 2007Theory Building From Cases: Opportunities And Challenges 1986Qualitative Data Analysis: A Sourcebook of New Methods 2007Service-dominant logic: continuing the evolution 2012Recenzja książki. Robert K. yin, Case Study Research. Design and Methods (fourth Edition), thousand Oaks, CA: Sage Publications, 2009 2002The role of the business model in capturing value from innovation: evidence from Xerox Corporation's technology spin-off companies

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