Erlösquellen und Preismodelle für den Business-to-Consumer-Bereich im Internet | WIRTSCHAFTSINFORMATIK Skip to main content
Springer Nature Link
Log in

Erlösquellen und Preismodelle für den Business-to-Consumer-Bereich im Internet

Revenue sources and pricing models for business-to-consumer electronic commerce

  • WI — State-of-the-art
  • Published:
Wirtschaftsinformatik

Abstract

This article discusses revenue sources and pricing models for business-to-consumer electronic commerce. We outline why revenue sources and pricing models should be separated, how pricing models can contribute to strategic and tactic goals and which pricing models the Internet facilitates mostly. Thereby, we discuss the different forms of price discrimination and the possibilities of interactive pricing models.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Subscribe and save

Springer+ Basic
¥17,985 /Month
  • Get 10 units per month
  • Download Article/Chapter or eBook
  • 1 Unit = 1 Article or 1 Chapter
  • Cancel anytime
Subscribe now

Buy Now

Price includes VAT (Japan)

Instant access to the full article PDF.

Institutional subscriptions

Similar content being viewed by others

Literatur

  1. Adams, William James; Yellen, Janet L.: Commodity Bundling and the Burden of Monopoly. In: Quarterly Journal of Economics 90 (1976), S. 475–498.

    Google Scholar 

  2. Armstrong, M.: Network Interconnection. In: Economic Journal 108 (1998), S. 545–564.

    Google Scholar 

  3. Bajari, Patrick; Hortaçsu, Ali: The Winner’s Curse, Reserve Prices, and Endogenous Entry: Empirical Insights from eBay Auctions. In: RAND Journal of Economics 34 (2003) 2, S. 329–355.

    Google Scholar 

  4. Bakos, J. Yannis: Reducing Buyer Search Costs: Implications for Electronic Marketplaces. In: Management Science 43 (1997) 12, S. 1676–1692.

    Google Scholar 

  5. Bakos, Yannis; Brynjolfsson, Erik: Bundling Information Goods: Pricing, Profits and Efficiency. In: Management Science 45 (1999) 12, S. 1613–1630.

    Google Scholar 

  6. Bakos, Yannis; Brynjolfsson, Erik: Bundling and Competition on the Internet. In: Marketing Science 19 (2000) 1, S. 63–82.

    Google Scholar 

  7. Belobaba, P. P.: Airline Yield Management — An Overview of Seat Inventory Control. In: Transportation Science 21 (1987), S. 63–73.

    Google Scholar 

  8. Besen, S.; Milgrom, P.; Mitchell, B.; Srinagesh, P.: Advances in Routing Technologies and Internet Peering Agreements. In: American Economic Review Papers & Proceedings 91 (2001) 2, S. 292–296.

    Google Scholar 

  9. Bhargava, Hement K.; Choudhary, Vidyanand: One Size Fits All? Optimality Conditions for Market Segmentation via Second-degree Price Discrimination. Arbeitsbericht. Smeal College of Business, Pennsylvania State University, USA: University Park, 2002.

    Google Scholar 

  10. Bös, D.: Pricing and Price Regulation. An Economic Theory for Public Enterprises and Public Utilities. Amsterdam 1994.

    Google Scholar 

  11. Brynjolfsson, Erik; Smith, Michael D.: Frictionless Commerce? A Comparison of Internet and Conventional Retails. In: Management Science 46 (2000) 4, S. 563–585.

    Google Scholar 

  12. Church, J.; Gandal, N.: Complementary Network Externalities and Technological Adoption. In: International Journal of Industrial Economics 40 (1993), S. 85–104.

    Google Scholar 

  13. Clemons, Eric K.; Hann, Il-Horn; Hitt, Lorin M.: Price Dispersion and Differentiation in Online Travel: An Empirical Investigation. In: Management Science 48 (2002) 4, S. 534–549.

    Google Scholar 

  14. Crew, M.A.; Kleindorfer, P.R.: Peak Load Pricing with a Diverse Technology. In: Bell Journal of Economics 7 (1976), S. 207–231.

    Google Scholar 

  15. de Bijl, Paul; Peitz, Martin: Regulation and Entry Into Telecommunications Markets. Cambridge University Press, Cambridge (U.K.) 2003.

    Book  Google Scholar 

  16. Deneckere, R.; McAfee, R. P.: Damaged Goods. In: Journal of Economics and Management Strategy 5 (1996) 2, S. 149–174.

    Google Scholar 

  17. Diller, Hermann: Entwicklungslinien in Preistheorie und -management. In: Marketing ZFP 21 (1999) 1, S. 39–60.

    Google Scholar 

  18. Diller, Hermann: Preispolitik. Kohlhammer, Stuttgart 2000.

    Google Scholar 

  19. Economides, Nicholas: Competition Policy in Network Industries: An Introduction. In: Jansen, D. (Hrsg): The New Economy: Just How New is It. University of Chicago Press, Chicago, 2003, forthcoming.

    Google Scholar 

  20. Elmaghraby, Wedad; Keskinocak, Pinar: Dynamic Pricing in the Presence of Inventory Considerations: Research Overview, Current Practices, and Future Directions. In: Management Science 49 (2003) 10, S. 1287–1309.

    Google Scholar 

  21. Farrell, J.; Klemperer, Paul: Coordination and Lock-In: Competition with Switching Costs and Network Effects. In: Armstrong, M.; Porter, R. (Hrsg): Handbook of Industrial Organization. Elsevier Science Ltd, North-Holland, 2004, forthcoming.

    Google Scholar 

  22. Fleisch, Elgar; Dierkes, Markus: Ubiquitous Computing aus betriebswirtschaftlicher Sicht. In: Wirtschaftsinformatik 45 (2003) 5, S. 611–620.

    Article  Google Scholar 

  23. Gampfer, R.: Auktionen und Auktionsplattformen zwischen Unternehmen im Internet. Shaker, Herzogenratz 2003.

    Google Scholar 

  24. Gerpott, Thorsten J.; Böhm, Stephan: Ansätze zur Preisbildung für Internet-Transportdienste. In: Wirtschaftsinformatik 42 (2000) 3, S. 233–243.

    Article  Google Scholar 

  25. Gerstner, Eitan; Holthausen, Duncan: Profitable Pricing when Markets Overlap. In: Marketing Science 5 (1986) 1, S. 55–69.

    Google Scholar 

  26. Gijsbrechts, Els: Prices and Pricing Research in Consumer Marketing: Some Recent Developments. In: International Journal of Research in Marketing 10 (1993), S. 115–151.

    Google Scholar 

  27. Hann, Il-Horn; Terwiesch, Christian: Measuring the Frictional Costs of Online Transactions: The Case of a Name-Your-Own-Price Channel. In: Management Science 49 (2003) 11, S. 1563–1579.

    Google Scholar 

  28. Innes, Robert; Sexton, Richard: Customer Coalitions, Monopoly Price Discrimination, and Generic Entry Deterrence. In: European Economic Review 37 (1993), S. 1569–1597.

    Google Scholar 

  29. Jap, Sandy D.; Naik, Prasad A.: Introduction to the Special Issue on Online Pricing. In: Journal of Interactive Marketing 18(4) (2004), S. 4–6.

    Google Scholar 

  30. Jullien, B.: Competing in Network Industries: Divide or Conquer. Arbeitsbericht. IDEI: Toulouse, 2003.

    Google Scholar 

  31. Laffont, Jean-Jacques; Tirole, Jean: Creating Competition Through Interconnection: Theory and Practice. In: Journal of Regulatory Economics 10 (1996) 3, S. 227–256.

    Google Scholar 

  32. Laffont, Jean-Jacques; Tirole, Jean: Competition in Telecommunications. MIT Press, Cambridge (MA.) 2001.

    Google Scholar 

  33. Liebowitz, Stan: Re-Thinking the Network Economy: The True Forces That Drive the Digital Marketplace. AMACOM, New York 2002.

    Google Scholar 

  34. Liebowitz, Stan J.; Margolis, Stephen: Network Externality: an Uncommon Tragedy. In: Journal of Economic Perspectives 8 (1994) 2, S. 133–150.

    Google Scholar 

  35. Mahajan, Vijay; Muller, E.; Bass, F. M.: New Product Diffusion Models in Marketing: A Review and Directions for Research. In: Journal of Marketing 54 (1990), S. 1–26.

    Google Scholar 

  36. Olderog, Torsten; Skiera, Bernd: The Benefits of Bundling Strategies. In: Schmalenbach Business Review 1 (2000) 2, S. 137–160.

    Google Scholar 

  37. Pfaff, Donovan; Skiera, Bernd: Ubiquitous Computing — Abgrenzung, Merkmale und Auswirkungen aus betriebswirtschaftlicher Sicht. In: Britzelmaier, B.; Geberl, S.; Weinmann, S. (Hrsg): Der Mensch im Netz-Ubiquitous Computing — 4. Liechtensteinisches Wirtschaftsinformatik-Symposium an der FH Liechtenstein. B. G. Teubner GmbH, Stuttgart et al., 2002, S. 25–37.

    Google Scholar 

  38. Prasad, A.; Mahajan, Vijay; Bronnenberg, B.: Advertising versus Pay-per-View in Electronic Media. In: International Journal of Research in Marketing 20 (2003) 1, S. 13–30.

    Google Scholar 

  39. Rao, V.R.: Pricing Models in Marketing. In: Eliashberg, J.; Lilien, G. (Hrsg): Handbook in Operations Research and Marketing Science, Volume 5, Marketing. North Holland, Amsterdam, 1993, S. 517–552.

    Google Scholar 

  40. Schwartz, Evan I.: Digital Darwinism: 7 Breakthrough Business Strategies for Surviving in the Cutthroat Web Economy. Broadway Books, New York 1999.

    Google Scholar 

  41. Shapiro, Carl; Varian, Hal. R.: Information Rules: A Strategic Guide to the Network Economy. Harvard Business School Press, Boston (Mass.) 1998.

    Google Scholar 

  42. Shy, Oz: The Economics of Network Industries. Cambridge University Press, Cambridge 2001.

    Book  Google Scholar 

  43. Simon, Hermann: Preismanagement: Analyse, Strategie, Umsetzung. Wiesbaden 1992.

    Google Scholar 

  44. Skiera, Bernd: Mengenbezogene Preisdifferenzierung bei Dienstleistungen. Deutscher Universitäts-Verlag, Wiesbaden 1999.

    Google Scholar 

  45. Skiera, Bernd; Lambrecht, Anja: Erlösmodelle im Internet. In: Albers, S.; Herrmann, A. (Hrsg): Handbuch Produktmanagement. Gabler Verlag, Wiesbaden, 2000, S. 813–831.

    Google Scholar 

  46. Skiera, Bernd; Spann, Martin: Gewinnmaximale zeitliche Preisdifferenzierung für Dienstleistungen. In: Zeitschrift für Betriebswirtschaft 68 (1998) 7, S. 703–718.

    Google Scholar 

  47. Spann, Martin: Virtuelle Börsen als Instrument zur Marktforschung. Gabler Verlag, Wiesbaden 2002.

    Book  Google Scholar 

  48. Spann, Martin; Skiera, Bernd: Internet-Based Virtual Stock Markets for Business Forecasting. In: Management Science 49 (2003) 10, S. 1310–1326.

    Google Scholar 

  49. Spann, Martin; Skiera, Bernd; Schäfers, Björn: Measuring Individual Frictional Costs and Willingness-to-Pay via Name-Your-Own-Price Mechanisms. In: Journal of Interactive Marketing 18(4) (2004), S. 22–36.

    Google Scholar 

  50. Strüker, Jens; Sackmann, Stefan; Müller, Günter: Case Study on Retail Customer Communication Applying Ubiquitous Computing. Proceedings of the IEEE Conference on E-Commerce Technology 2004 (CEC’04), San Diego, CA, 2004.

    Google Scholar 

  51. Tellis, Gerard J.: Beyond the Many Faces of Price: An Integration of Pricing Strategies. In: Journal of Marketing 50 (October) (1986), S. 146–160.

    Google Scholar 

  52. Theissen, Erik: Organisationsformen des Wertpapierhandels: Gesamtkursermittlung, kontinuierliche Auktion und Market-Maker-System. Gabler, Wiesbaden 1998.

    Google Scholar 

  53. Tirole, Jean: The Theory of Industrial Organization. MIT Press, Cambridge (Mass.) 1988.

    Google Scholar 

  54. Walz, U.; Woeckener, B.: Compatibility Decisions, Endogenous Installed Bases, and Third Market Competition. Institute of Economics; Centre for Economic Policy Research. University of Frankfurt: Frankfurt, 2003.

    Google Scholar 

  55. Weinhardt, Christof; Holtmann, Carsten; Neumann, Dirk: Market-Engineering. In: Wirtschaftsinformatik 45 (2003) 6, S. 635–640.

    Article  Google Scholar 

  56. Weitzel, Tim: Economics of Standards in Information Networks. Springer/Physica-Verlag, Heidelberg 2004.

    Book  Google Scholar 

  57. Westarp, Falk von: Modeling Software Markets — Empirical Analysis, Network Simulations, and Marketing Implications. Springer/Physica-Verlag, Heidelberg 2003.

    Google Scholar 

  58. Wiese, H.: Netzeffekte und Kompatibilität. Stuttgart 1990.

    Google Scholar 

  59. Zerdick, A.; Picot, A.; Schrape, K.; Artope, A.; Goldhammer, K.; Lange, U.T.; Vierkant, E.; Lopez-Escobar, E.; Silverstone, R.: Die Internet-Ökonomie. Strategien für die digitale Wirtschaft. Springer Verlag, Heidelberg 2001.

    Google Scholar 

Download references

Author information

Authors and Affiliations

  1. Johann Wolfgang Goethe-Universität, Mertonstr. 17, 60054, Frankfurt am Main, Deutschland

    Uwe Walz (Leiter Teilprojekt „Access Pricing, Netzmonopol und die Auswirkung auf die Internetnutzung“)

Authors
  1. Bernd Skiera
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Martin Spann
    View author publications

    You can also search for this author in PubMed Google Scholar

  3. Uwe Walz
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Uwe Walz.

Rights and permissions

Reprints and permissions

About this article

Cite this article

Skiera, B., Spann, M. & Walz, U. Erlösquellen und Preismodelle für den Business-to-Consumer-Bereich im Internet. Wirtschaftsinf 47, 285–293 (2005). https://doi.org/10.1007/BF03254916

Download citation

  • Issue Date:

  • DOI: https://doi.org/10.1007/BF03254916

Keywords

Search

Navigation