Business Intelligence

Export Pricing Management For Integrated Solutions

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Executive Summary

Systems integration or integrated solution provision has emerged as a prominent business model in today's dynamic business environment. However, the marketing management and especially pricing of integrated solutions has largely been ignored in the current literature. More specifically, a very limited amount of research addresses the question of how to manage pricing in export partnerships - especially in a systems integration context, forming the research gap for this paper. The findings of the empirical case study indicate that a systems integrator's pricing strategy in export partnerships is multidimensional and dependent on international pricing environment and partner characteristics and that export partnerships have unique implications on a systems integrator's pricing process.

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