Design Fields for Value-Based Pricing of Digital Products in the Manufacturing Industry
- 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.
Verfasserangaben: | Günther SchuhORCiDGND, Regina Schrank, Daniel Wentzel, Lennard Holst |
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URL: | https://ieeexplore.ieee.org/document/10332266 |
DOI: | https://doi.org/10.1109/ICE/ITMC58018.2023.10332266 |
ISBN: | 979-8-3503-1517-2 |
ISSN: | 2693-8855 |
Verlag: | IEEE |
Dokumentart: | Konferenzveröffentlichung |
Sprache: | Englisch |
Datum der Veröffentlichung (online): | 04.12.2023 |
Datum der Erstveröffentlichung: | 04.12.2023 |
Datum der Freischaltung: | 01.02.2024 |
Freies Schlagwort / Tag: | rev design fields; digital products; manufacturing industry; value-based pricing |
FIR-Nummer: | SV7767 |
Konferenzname: | 2023 IEEE International Conference on Engineering, Technology and Innovation (ICE/ITMC) |
Konferenzort: | Edinburgh |
Konferenzzeitraum: | 19-22 June 2023 |
Institut / Bereiche des FIR: | FIR e. V. an der RWTH Aachen |
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