search query: @indexterm Industrial marketing / total: 439
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| Author: | Hünerberg, R. Hüttmann, A. |
| Title: | Performance as a basis for price-setting in the capital goods industry: concepts and empirical evidence |
| Journal: | European Management Journal
2003 : DEC, VOL. 21:6, p. 717-730 |
| Index terms: | Industrial marketing Job performance Uncertainty Pricing |
| Language: | eng |
| Abstract: | The authors discuss a new pricing strategy, which leads to a certain variability of prices as the supplier offers to fix prices to performance parameters of long-lasting industrial goods. Empirical research covered 131 German mechanical engineering companies. The results show a mixed pricture. Uncertainty-reducing effects are well perceived while other assumptions could not be confirmed. |
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