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How to differentiate by price: Proposal for a five-dimensional mode
Uppsala University.
Linköping University, Department of Management and Engineering, Economic Information Systems. Linköping University, The Institute of Technology.
Linköping University, Department of Management and Engineering, Economic Information Systems. Linköping University, The Institute of Technology.
Linköping University, Department of Management and Engineering, Economic Information Systems. Linköping University, The Institute of Technology.
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2013 (English)In: European Management Journal, ISSN 0263-2373, E-ISSN 1873-5681, Vol. 31, no 2, 109-123 p.Article in journal (Refereed) Published
Abstract [en]

The purpose of this article is to analyse the repertoire of possible price models that organisations may deploy for their products and services. This is attained by developing the SBIFT model that suggests that organisations can differentiate by price along five dimensions. Previous research on pricing has been dispersed across different academic disciplines. This article offers a more integrated perspective, derived from earlier theory as well as discussions in a collaborative research project with the international telecom company Ericsson. The model can be used as a tool for price modelling in a descriptive and prescriptive sense. Altogether, this article uncovers implicit features of price models, and by doing so it illustrates how an organisation can differentiate and re-invent their offering based on price.

Place, publisher, year, edition, pages
Elsevier, 2013. Vol. 31, no 2, 109-123 p.
Keyword [en]
Price, Pricing, Price differentiation, Price mode, l Collaborative research, Strategy
National Category
Business Administration
Identifiers
URN: urn:nbn:se:liu:diva-82102DOI: 10.1016/j.emj.2012.06.007ISI: 000315323100001OAI: oai:DiVA.org:liu-82102DiVA: diva2:557817
Projects
PICT - Pricing of ICT
Available from: 2013-04-04 Created: 2012-09-30 Last updated: 2017-12-07Bibliographically approved

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Westelius, AlfPetri, Carl-JohanOlve, Nils-Göran

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