Uncertainty perception in bidding for Product-Service Systems under competition

Melanie E. Kreye, Yee Mey Goh, Linda B. Newnes

Research output: Contribution to journalArticle

4 Citations (Scopus)
10 Downloads (Pure)

Abstract

This research investigates what impact of uncertainty perception arising from the existence of competition has on the pricing decision for Product-Service Systems (PSS) under uncertainty. PSS provision is an increasingly important area for many businesses and competition increases cognitive pressures on providers even further. We present an experimental study with industrial costing and bidding experts from the defence and aerospace sector. The study consisted of an experimental set-up via two questionnaires which differed in the existence of competition in the bidding scenario. The findings showed that bidding decision makers changed their evaluation of the cost estimate due to the introduction of competition but kept their evaluations of the profit margin and price bids constant. Furthermore, the participants listed the relevant sources of uncertainty that influenced their decision-making process. This research contributes to the literature in two ways. First, our findings showed that predictions from current theory regarding decision-making of cost estimation and pricing are not confirmed when competitively bidding for PSS. Second, we show uncertainty sources that influenced the decision makers and identified p the importance of internal processes of the PSS provider and environmental uncertainty.

Original languageEnglish
Pages (from-to)31-40
Number of pages10
JournalJournal of Purchasing and Supply Management
Volume24
Issue number1
Early online date20 Nov 2017
DOIs
Publication statusPublished - 1 Jan 2018

Keywords

  • Competitive bidding
  • Decision making
  • Information
  • Product-Service Systems
  • Service contracts
  • Uncertainty

ASJC Scopus subject areas

  • Strategy and Management
  • Marketing

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