TY  - CONF
A1  - Leiting, Tobias
A1  - Schuh, Günther
A1  - Stich, Volker
A1  - Frank, Jana
A2  - Herberger, D.
A2  - Hübner, M.
T1  - Pricing for Smart-Product-Service-Systems in Subscription Business Models for Production Industries
T2  - Proceedings of the Conference on Production Systems and Logistics : CPSL 2021
N2  - In the production industry, subscription business models have the potential to create long-term relationships where a supplier provides a continuous value-oriented service to a customer based on digitalisation. Monetising this increase in value through pricing represents a central challenge for suppliers in subscription business. Unlike the current dominant transactional business, the focus of pricing is on the value-in-use of the customer (e.g. on the increase in output for the customer). In this regard, there is so far no pricing approach for practice that allows the linking of the performance data of the customer with the periodically charged price. However, in subscription businesses, such an approach is required to create win-win situations for the customer and supplier through continuous performance improvement. Therefore, this paper develops a novel process model for pricing of smart-product-service-systems in subscription business for production industries. This process can serve as basis for suppliers of subscriptions in the production industry to align pricing with the created value-in-use. In the long term, this allows companies to systematically develop their pricing to monetise the potential of digitalisation.
KW  - Digitalisation
KW  - Subscription business
KW  - Value-based Pricing
KW  - Value-in-use
KW  - Data-based pricings
KW  - Smart product service system
Y1  - 2023
UR  - https://epub.fir.de/frontdoor/index/index/docId/2548
UR  - https://www.repo.uni-hannover.de/handle/123456789/11358
SP  - 719
EP  - 729
PB  - publish-Ing.
CY  - Hannover
ER  -