BCG-Matrix

Schawel, Christian; Billing, Fabian

doi:10.1007/978-3-8349-4105-3_10

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Conjoint Analysis Model1

Conversion Of the Utility Value Into A License Price1

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2021

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“…These are characterized by the fact that they are responsible for a large part of the revenue and are positioned in a strongly growing market. It should therefore be checked, for example using the growth–share matrix (BCG) (Schawel & Billing, 2018), whether the product is one of those. Flagship products are already highly profitable, which translates into a lower profit share.…”

Section: Conjoint Analysis Modelmentioning

confidence: 99%

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Valuation and pricing of software licenses to support supplier–buyer negotiations: A case study in the automotive industry

2021

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Licensed standard software can be replicated millions of times at near zero cost for the supplier and poses immense challenges for purchasing and cost managers. A model is introduced to evaluate the appropriateness of software prices and thus to support the negotiation and decision process regarding suppliers. The model determines the “value to customer” of a software product using conjoint analysis and converts that value into a theoretical license price. In a case study coming from a large Original Equipment Manufacturer (OEM) it is shown that the developed conjoint model can successfully be used in practice and suggests realistic purchase prices.

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Section: Conjoint Analysis Modelmentioning

confidence: 99%

Section: Conversion Of the Utility Value Into A License Pricementioning

confidence: 99%