Gain-sharing in performance-based contracting : how risk and fairness drive business customers' willingness-to-switch to a gain-sharing arrangement
Joona Keränen, Mario Kienzler, Anna Salonen, Harri Terho, Dirk Totzek
| Year of publication: |
2023
|
|---|---|
| Authors: | Keränen, Joona ; Kienzler, Mario ; Salonen, Anna ; Terho, Harri ; Totzek, Dirk |
| Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 115.2023, p. 172-184
|
| Subject: | Gain-sharing | Outcome-based pricing | Performance-based contracting | Price fairness | Risk perception | Value-based pricing | Preismanagement | Pricing strategy | Vertrag | Contract | Gerechtigkeit | Justice | Risiko | Risk |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2023.09.013 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10014454886