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- W2574142108 abstract "Pricing of products and services is a complex task for industrial marketing practitioners. The failure to understand the connection between busine ss strategy and the pricing decision at the level of industrial products and services may lead to lost business opportunities and unsatisfied customers. In this article, the importance of strat egic pricing in business relationships is discussed by examining the effects of business strategy, busi ness model and service model on pricing in order to make industrial pricing strategy and its i mplementation successful. The empirical study was conducted within high-technology more specific the knowledge and service intensive companies in Finland. The four cases emphasise that a well-defined business strategy actually limits the number of eligible business, service and pricing options. In the case companies, a misfit between business strategy, business model, service model and pricing prevented of them fully creating value for the customers." @default.
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- W2574142108 date "2007-01-01" @default.
- W2574142108 modified "2023-09-23" @default.
- W2574142108 title "Strategic pricing in business relationships" @default.
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