Performance as a basis for price-setting in the capital goods industry: Concepts and empirical evidence

European Management Journal

Volumn 21, Issue 6, 2003, Pages 717-730

  Hünerberg, Reinhard ^a   Hüttmann, Axel ^b,c  

^a UNIVERSITY OF KASSEL   (Germany)

^b MCKINSEY AND COMPANY   (United States)

^c NONE   (Germany)

Author keywords

Capital goods industry; Industrial marketing; Performance based pricing; Price strategies; Signalling effects of pricing; Uncertainty perceptions of buyers

Indexed keywords

EID: 0345375418     PISSN: 02632373     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.emj.2003.09.014     Document Type: Article

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