Sökning: "Mario Kienzler"

Hittade 2 avhandlingar innehållade orden Mario Kienzler.

  1. 1. Pricing value and selling value : A view on individuals within organizations

    Författare :Mario Kienzler; Christian Kowalkowski; Daniel Kindström; Risto Rajala; Linköpings universitet; []
    Nyckelord :SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY;

    Sammanfattning : At the heart of long-term success lies firms’ ability to provide customers with products and services that enable customer value creation and firms’ ability to capture value in the form of profits. To this effect, managers and salespeople have an impact on a firm’s value creation and value capture ability through their pricing and selling behavior and decisions. LÄS MER

  3. 2. Micro-foundations of value-based pricing and selling

    Författare :Mario Kienzler; Christian Kowalkowski; Daniel Kindström; Paul Ingenbleek; Linköpings universitet; []
    Nyckelord :SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; TEKNIK OCH TEKNOLOGIER; ENGINEERING AND TECHNOLOGY; Micro-foundations; value-based pricing; value-based selling; managerial psychology; business markets;

    Sammanfattning : Enabling customer value creation is central to marketing theory and practice. Yet, doing so does not ensure that supplier firms profit from it. Value-based pricing and selling come with the prospect of translating customer value creation into greater profits for suppliers. LÄS MER