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Specialised Enterprise Software Vendors and their Development Process of Pricing Models - An empirical Case Study of a German Software Vendor

Drechsler, Florian LU and Mante, Frederik LU (2017) BUSN09 20171
Department of Business Administration
Abstract
Authors: Florian Drechsler and Frederik Mante

Advisors: Martin Blom

Keywords: Pricing Models, Software Vendors, Pricing Model Development,
Pricing Theories

Purpose: To investigate the development process of software pricing models
with special regard to the enterprise software market. Further, we
looked at existing pricing theories in order to assess their
applicability on the market of specialised enterprise software
products.

Methodology: A theoretically informed case study with a German software
vendor.

Theoretical Framework: Our theoretical framework is mainly based on general theory on
pricing as well as pricing models designed for the overall software
industry. The theory comprises the driving forces of... (More)
Authors: Florian Drechsler and Frederik Mante

Advisors: Martin Blom

Keywords: Pricing Models, Software Vendors, Pricing Model Development,
Pricing Theories

Purpose: To investigate the development process of software pricing models
with special regard to the enterprise software market. Further, we
looked at existing pricing theories in order to assess their
applicability on the market of specialised enterprise software
products.

Methodology: A theoretically informed case study with a German software
vendor.

Theoretical Framework: Our theoretical framework is mainly based on general theory on
pricing as well as pricing models designed for the overall software
industry. The theory comprises the driving forces of pricing,
pricing management and software pricing parameters.

Empirical Foundation: The empirical data for our case study was gathered through
primary data, in form of interviews with the managing partners of
our case company, and secondary data, in form of a detailed
business plan.

Findings: In the first place, we found that the theory and models used for this
purpose were largely adequate to describe the processes observed
in our case company. However, we could identify various
differences for our case company, such as a higher degree of
interaction with customers. Based on theory and case, we
developed a model that condenses the price model development
process. Direct implications for managers could also be identified,
as we found that a high degree of interaction in the price finding
results in a serious obstacle to the scalability of the business. (Less)
Please use this url to cite or link to this publication:
author
Drechsler, Florian LU and Mante, Frederik LU
supervisor
organization
course
BUSN09 20171
year
type
H1 - Master's Degree (One Year)
subject
keywords
Pricing Models, Software Vendors, Pricing Model Development, Pricing Theories
language
English
id
8921561
date added to LUP
2017-08-11 08:35:54
date last changed
2017-08-11 08:35:54
@misc{8921561,
  abstract     = {Authors: Florian Drechsler and Frederik Mante

Advisors: Martin Blom

Keywords: Pricing Models, Software Vendors, Pricing Model Development,
Pricing Theories

Purpose: To investigate the development process of software pricing models
with special regard to the enterprise software market. Further, we
looked at existing pricing theories in order to assess their
applicability on the market of specialised enterprise software
products.

Methodology: A theoretically informed case study with a German software
vendor.

Theoretical Framework: Our theoretical framework is mainly based on general theory on
pricing as well as pricing models designed for the overall software
industry. The theory comprises the driving forces of pricing,
pricing management and software pricing parameters.

Empirical Foundation: The empirical data for our case study was gathered through
primary data, in form of interviews with the managing partners of
our case company, and secondary data, in form of a detailed
business plan.

Findings: In the first place, we found that the theory and models used for this
purpose were largely adequate to describe the processes observed
in our case company. However, we could identify various
differences for our case company, such as a higher degree of
interaction with customers. Based on theory and case, we
developed a model that condenses the price model development
process. Direct implications for managers could also be identified,
as we found that a high degree of interaction in the price finding
results in a serious obstacle to the scalability of the business.},
  author       = {Drechsler, Florian and Mante, Frederik},
  keyword      = {Pricing Models,Software Vendors,Pricing Model Development,Pricing Theories},
  language     = {eng},
  note         = {Student Paper},
  title        = {Specialised Enterprise Software Vendors and their Development Process of Pricing Models - An empirical Case Study of a German Software Vendor},
  year         = {2017},
}