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How to Differentiat...
How to Differentiate by Price : Proposal for a Five-dimensional Model
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- Iveroth, Einar, 1976- (author)
- Uppsala universitet,Företagsekonomiska institutionen,EIS, Department of Management and Engineering, Linköping University, SE-581 83 Linköping, Sweden,Uppsala University
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- Westelius, Alf (author)
- Linköpings universitet,Ekonomiska informationssystem,Tekniska högskolan,EIS, Department of Management and Engineering, Linköping University, SE-581 83 Linköping, Sweden
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- Petri, Carl-Johan (author)
- Linköpings universitet,Ekonomiska informationssystem,Tekniska högskolan,EIS, Department of Management and Engineering, Linköping University, SE-581 83 Linköping, Sweden
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- Olve, Nils-Göran, 1947- (author)
- Linköpings universitet,Uppsala universitet,Företagsekonomiska institutionen,EIS, Department of Management and Engineering, Linköping University, SE-581 83 Linköping, Sweden;Jönköping University, SE-551 11 Jönköping, Sweden,Redovisning,Ekonomiska informationssystem,Tekniska högskolan
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- Cöster, Mathias (author)
- Gotland University, SE-621 67 Visby, Sweden
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- Nilsson, Fredrik, 1967- (author)
- Uppsala universitet,Företagsekonomiska institutionen,Redovisning,Uppsala University
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(creator_code:org_t)
- Elsevier, 2013
- 2013
- English.
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In: European Management Journal. - : Elsevier. - 0263-2373 .- 1873-5681. ; 31:2, s. 109-123
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Abstract
Subject headings
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- 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.
Subject headings
- SAMHÄLLSVETENSKAP -- Ekonomi och näringsliv -- Företagsekonomi (hsv//swe)
- SOCIAL SCIENCES -- Economics and Business -- Business Administration (hsv//eng)
Keyword
- Collaborative research
- price
- pricing
- price differentiation
- price model
- strategy
- Business Studies
- Företagsekonomi
- Business studies
Publication and Content Type
- ref (subject category)
- art (subject category)
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