Learning to discover value : value-based pricing and selling capabilities for services and solutions
Jawwad Z. Raja, Thomas Frandsen, Christian Kowalkowski, Martin Jarmatz
| Year of publication: |
2020
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|---|---|
| Authors: | Raja, Jawwad Z. ; Frandsen, Thomas ; Kowalkowski, Christian ; Jarmatz, Martin |
| Published in: |
Journal of business research : JBR. - New York, NY : Elsevier, ISSN 0148-2963, ZDB-ID 189773-1. - Vol. 114.2020, p. 142-159
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| Subject: | Industrial services | Integrated solutions | Learning | Value discovery | Value-based pricing | Value-based selling | Leistungsbündel | Bundling strategy | Preismanagement | Pricing strategy | Kundenwert | Customer value | Verkauf | Selling | Betriebliche Wertschöpfung | Value creation | B-to-B-Marketing | Business-to-business marketing | Lernende Organisation | Learning organization | Wertanalyse | Value analysis |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.jbusres.2020.03.026 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://ebvufind01.dmz1.zbw.eu/10012257474