Value-Based Marketing and Sales of Industrial Services: A systematic literature review in the age of digital technologies

Subtitle: Valuing ships became fraught with problems as shipping markets crashed. Now that relative calm has returned, Stephen Matthews assesses recent trends and remaining issues.

A question of value

Personalization of the products became a growing trend and further expansion of customized production is predicted. So far, analysis of pricing process and pricing orientation of customized manufacturers operating in individual sectors has been rarely done. The analysis of the pricing process from the point of view of the make-to-order manufacturer operating in the furniture production segment is performed during the research. The present article contributes to knowledge about pricing by specifying the pricing trends emerging in customized manufacturing in the context of the present scientific resources and extends understanding of price integrity in the production chain.

Peculiar properties of the pricing process in customized furniture manufacturing enterprises

Character education is one of the fundamental pillars of education because education not only aims to develop specific skills and knowledge but also fosters certain attitudes, norms, and values in students. One of the values that needs to be cultivated in students is the value of responsibility. The purpose of this study is to investigate learning strategies that strengthen and develop responsibility in civic education classes. To accomplish the objective, action research method was employed. In total, 120 students (70 males and 50 females) from one of popular universities in West Java, Indonesia, who were from various regions, participated in the study. The three steps carried out in this action research are the first, pre-action analysis, which is carried out to map initial conditions related to the values of responsibility. Second, implementation, this stage is an action effort given to achieve what is desired, accompanied by reflection. and third; evaluation , namely assessing the extent of success of the given action. This study presents five learning steps in developing students' responsibility through civic education learning. These five steps consist of conceptualization, identification, internalization, actualization, and evaluation. This study concludes that these five steps significantly increased students' responsibility in civic education classes by 62.50%. this study contributes by providing educators with didactic guidance in developing students’ responsibility through civics education. The main contribution of this research is to present practical methodological guidelines for academics and practitioners in instilling the values of responsibility in the civic education learning process.

Strengthening Students' Responsible Character through Civic Education Learning: An Action Research in Indonesia

Sales agents are impatient relative to owners. If a good fails to sell, the owner still retains possession of that good and can enjoy its services, whereas the agent receives nothing. As a consequence, sales agents prefer a lower price than does an owner. Owners are therefore reluctant to delegate pricing authority to sales agents even when the agents have superior market information. Pricing authority is more likely to be delegated to agents when the owner lacks monopoly power and sells competitively and when the good is a non-durable. Agents who are given pricing authority are less likely to be paid commissions and more likely to be on a straight salary.

The Impatient Salesperson and the Delegation of Pricing Authority

Value-based pricing is by many companies as well as in academia perceived as the preferred pricing model. The pricing literature includes a long-standing debate on pricing authority and centralized pricing authority can be associated with value-based pricing strategies. A critical success factor for value-based pricing is customer value assessment, and many companies have experienced challenges in implementing value assessment to support its value-based pricing. This paper outlines how centralized versus delegated value assessment responsibility depends on the organization’s value creation character and the variations in value in use for different customers within individual market segments. Based on the integration of literature on pricing and value configurations we propose a framework which we then exemplify by four illustrative cases for which data were gathered by semi-structured interviews. By considering the implications of value creation models on value assessment following our framework we contribute to the understanding of how value assessment responsibilities should be assigned for firms working with value-based pricing.

Value creation character and value assessment responsibility

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Value creation character and value assessment responsibility