TY  - CONF
A1  - Schuh, Günther
A1  - Schrank, Regina
A1  - Wentzel, Daniel
A1  - Holst, Lennard
T1  - Design Fields for Value-Based Pricing of Digital Products in the Manufacturing Industry
N2  - Pricing is one of the most important, but underestimated tools, to enhance a company's profitability. Especially value-based pricing has a high potential to reach higher levels of satisfaction because it equates the needs of providers and customers. Even though, it is a well-known price model and promises higher satisfaction, many companies struggle to implement it. Especially the manufacturing industry is characterized by cost-plus pricing and competition-based pricing. However, especially for digital products these pricing strategies are insufficient. Therefore, this paper aims at exploring the design fields for value-based pricing of digital products in the manufacturing industry. To achieve this, the basics of digital products and value-based pricing are explored. Furthermore, an expert workshop is conducted that follows a framework for value-based pricing consisting of four consecutive steps analysis, price strategy, pricing, and market launch to capture the design fields. This paper concludes with limitations, and practical and research implications.
KW  - value-based pricing
KW  - digital products
KW  - design fields
KW  - manufacturing industry
KW  - rev
Y1  - 2023
UR  - https://epub.fir.de/frontdoor/index/index/docId/3384
UR  - https://ieeexplore.ieee.org/document/10332266
SN  - 979-8-3503-1517-2
SN  - 2693-8855
PB  - IEEE
ER  -