Barrie R. Nault|Albert S. Dexter
Added Value and Pricing with Information Technology
study evaluates extent added value customers suppliers application information technology manifested premium prices traded good demonstrate add value otherwise undifferentiated good study benefits accrue customers adoption analyzing case traded good homogeneous commodity commercial fueling data shows critical impacts convenience control convenience provides improved access fuel control reduces problems delegating purchasing authority customer value additional service exhibited premium prices customers willing pay itenhanced traded good relative good without compared price without statistical analysis suppliers pricing history demonstrates application commercial fuel yielded price premiums five 12 percent retail fuel price