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How to differentiate by price: Proposal for a five-dimensional model
Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Business Studies.
Linköping University.
Linköping University.
Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Business Studies. Linköping University.
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2013 (English)In: European Management Journal, ISSN 0263-2373, E-ISSN 1873-5681, Vol. 31, no 2, p. 109-123Article 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
2013. Vol. 31, no 2, p. 109-123
National Category
Social Sciences
Identifiers
URN: urn:nbn:se:uu:diva-265519OAI: oai:DiVA.org:uu-265519DiVA: diva2:866073
Available from: 2015-10-30 Created: 2015-10-30 Last updated: 2017-12-01

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Cöster, Mathias

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