Title

Pricing An Industrial Service

Comments

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Abbreviated Journal Title

Ind. Mark. Manage.

Keywords

Business; Management

Abstract

Industrial services differ from products in a number of fundamental ways. These differences hold important implications for the development of pricing programs, and raise questions about the conventional pricing practices used by industrial marketers. In this article, the authors identify pricing opportunities available to the marketer of industrial services, and attempt to determine the extent to which these opportunities are being realized. Results are reported of a survey of managing partners in CPA firms regarding their pricing practices in selling to commercial accounts. The findings suggest a preoccupation with formula-based, cost-centered pricing approaches. Few firms appear to recognize the strategic potential of the price variable.

Journal Title

Industrial Marketing Management

Volume

18

Issue/Number

2

Publication Date

1-1-1989

Document Type

Article

Language

English

First Page

139

Last Page

146

WOS Identifier

WOS:A1989U773700008

ISSN

0019-8501

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