{"id":"https://openalex.org/W1998967653","doi":"https://doi.org/10.1109/soli.2012.6273582","title":"Business outcome-based pricing models for IT services","display_name":"Business outcome-based pricing models for IT services","publication_year":2012,"publication_date":"2012-07-01","ids":{"openalex":"https://openalex.org/W1998967653","doi":"https://doi.org/10.1109/soli.2012.6273582","mag":"1998967653"},"language":"en","primary_location":{"id":"doi:10.1109/soli.2012.6273582","is_oa":false,"landing_page_url":"https://doi.org/10.1109/soli.2012.6273582","pdf_url":null,"source":null,"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Proceedings of 2012 IEEE International Conference on Service Operations and Logistics, and Informatics","raw_type":"proceedings-article"},"type":"conference-paper","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5087404131","display_name":"Cao Rong","orcid":"https://orcid.org/0000-0002-6392-023X"},"institutions":[{"id":"https://openalex.org/I1341412227","display_name":"IBM (United States)","ror":"https://ror.org/05hh8d621","country_code":"US","type":"company","lineage":["https://openalex.org/I1341412227"]},{"id":"https://openalex.org/I4210126794","display_name":"IBM Research (China)","ror":"https://ror.org/02yg1pf55","country_code":"CN","type":"company","lineage":["https://openalex.org/I1341412227","https://openalex.org/I4210114115","https://openalex.org/I4210126794"]}],"countries":["CN","US"],"is_corresponding":false,"raw_author_name":"Rong Zeng Cao","raw_affiliation_strings":["IBM Research China, Beijing, China","IBM Research China Beijing, China"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"IBM Research China, Beijing, China","institution_ids":["https://openalex.org/I4210126794"]},{"raw_affiliation_string":"IBM Research China Beijing, China","institution_ids":["https://openalex.org/I1341412227"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5040625828","display_name":"Wei Ding","orcid":"https://orcid.org/0000-0002-4353-5385"},"institutions":[{"id":"https://openalex.org/I1341412227","display_name":"IBM (United States)","ror":"https://ror.org/05hh8d621","country_code":"US","type":"company","lineage":["https://openalex.org/I1341412227"]},{"id":"https://openalex.org/I4210126794","display_name":"IBM Research (China)","ror":"https://ror.org/02yg1pf55","country_code":"CN","type":"company","lineage":["https://openalex.org/I1341412227","https://openalex.org/I4210114115","https://openalex.org/I4210126794"]}],"countries":["CN","US"],"is_corresponding":false,"raw_author_name":"Wei Ding","raw_affiliation_strings":["IBM Research China, Beijing, China","IBM Research China Beijing, China"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"IBM Research China, Beijing, China","institution_ids":["https://openalex.org/I4210126794"]},{"raw_affiliation_string":"IBM Research China Beijing, China","institution_ids":["https://openalex.org/I1341412227"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5010426520","display_name":"Zhong Su","orcid":"https://orcid.org/0000-0003-2303-9787"},"institutions":[{"id":"https://openalex.org/I1341412227","display_name":"IBM (United States)","ror":"https://ror.org/05hh8d621","country_code":"US","type":"company","lineage":["https://openalex.org/I1341412227"]},{"id":"https://openalex.org/I4210126794","display_name":"IBM Research (China)","ror":"https://ror.org/02yg1pf55","country_code":"CN","type":"company","lineage":["https://openalex.org/I1341412227","https://openalex.org/I4210114115","https://openalex.org/I4210126794"]}],"countries":["CN","US"],"is_corresponding":false,"raw_author_name":"Zhong Su","raw_affiliation_strings":["IBM Research China, Beijing, China","IBM Research China Beijing, China"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"IBM Research China, Beijing, China","institution_ids":["https://openalex.org/I4210126794"]},{"raw_affiliation_string":"IBM Research China Beijing, China","institution_ids":["https://openalex.org/I1341412227"]}]}],"institutions":[],"countries_distinct_count":2,"institutions_distinct_count":2,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":null,"has_fulltext":false,"cited_by_count":3,"citation_normalized_percentile":null,"cited_by_percentile_year":null,"biblio":{"volume":null,"issue":null,"first_page":"468","last_page":"473"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11437","display_name":"Digital Platforms and Economics","score":0.9937999844551086,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11437","display_name":"Digital Platforms and Economics","score":0.9937999844551086,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11912","display_name":"Outsourcing and Supply Chain Management","score":0.9585999846458435,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13402","display_name":"Business Strategy and Innovation","score":0.9501000046730042,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/commoditization","display_name":"Commoditization","score":0.8326399326324463},{"id":"https://openalex.org/keywords/outcome","display_name":"Outcome (game theory)","score":0.7139620780944824},{"id":"https://openalex.org/keywords/business-model","display_name":"Business model","score":0.7128587961196899},{"id":"https://openalex.org/keywords/outsourcing","display_name":"Outsourcing","score":0.7002376317977905},{"id":"https://openalex.org/keywords/value-proposition","display_name":"Value proposition","score":0.6392450928688049},{"id":"https://openalex.org/keywords/business","display_name":"Business","score":0.5266432762145996},{"id":"https://openalex.org/keywords/service-provider","display_name":"Service provider","score":0.5087280869483948},{"id":"https://openalex.org/keywords/industrialization-of-services-business-model","display_name":"Industrialization of services business model","score":0.458683043718338},{"id":"https://openalex.org/keywords/industrial-organization","display_name":"Industrial organization","score":0.3949589133262634},{"id":"https://openalex.org/keywords/service","display_name":"Service (business)","score":0.3843279778957367},{"id":"https://openalex.org/keywords/marketing","display_name":"Marketing","score":0.3736265003681183},{"id":"https://openalex.org/keywords/business-relationship-management","display_name":"Business relationship management","score":0.21975159645080566},{"id":"https://openalex.org/keywords/electronic-business","display_name":"Electronic business","score":0.1891820728778839},{"id":"https://openalex.org/keywords/microeconomics","display_name":"Microeconomics","score":0.18641552329063416},{"id":"https://openalex.org/keywords/economics","display_name":"Economics","score":0.16322845220565796}],"concepts":[{"id":"https://openalex.org/C165942954","wikidata":"https://www.wikidata.org/wiki/Q5153139","display_name":"Commoditization","level":2,"score":0.8326399326324463},{"id":"https://openalex.org/C148220186","wikidata":"https://www.wikidata.org/wiki/Q7111912","display_name":"Outcome (game theory)","level":2,"score":0.7139620780944824},{"id":"https://openalex.org/C4216890","wikidata":"https://www.wikidata.org/wiki/Q815823","display_name":"Business model","level":2,"score":0.7128587961196899},{"id":"https://openalex.org/C46934059","wikidata":"https://www.wikidata.org/wiki/Q61515","display_name":"Outsourcing","level":2,"score":0.7002376317977905},{"id":"https://openalex.org/C68991459","wikidata":"https://www.wikidata.org/wiki/Q11700776","display_name":"Value proposition","level":2,"score":0.6392450928688049},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.5266432762145996},{"id":"https://openalex.org/C116537","wikidata":"https://www.wikidata.org/wiki/Q2169973","display_name":"Service provider","level":3,"score":0.5087280869483948},{"id":"https://openalex.org/C81286331","wikidata":"https://www.wikidata.org/wiki/Q6028047","display_name":"Industrialization of services business model","level":5,"score":0.458683043718338},{"id":"https://openalex.org/C40700","wikidata":"https://www.wikidata.org/wiki/Q1411783","display_name":"Industrial organization","level":1,"score":0.3949589133262634},{"id":"https://openalex.org/C2780378061","wikidata":"https://www.wikidata.org/wiki/Q25351891","display_name":"Service (business)","level":2,"score":0.3843279778957367},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.3736265003681183},{"id":"https://openalex.org/C199364280","wikidata":"https://www.wikidata.org/wiki/Q5001929","display_name":"Business relationship management","level":4,"score":0.21975159645080566},{"id":"https://openalex.org/C65257409","wikidata":"https://www.wikidata.org/wiki/Q734253","display_name":"Electronic business","level":3,"score":0.1891820728778839},{"id":"https://openalex.org/C175444787","wikidata":"https://www.wikidata.org/wiki/Q39072","display_name":"Microeconomics","level":1,"score":0.18641552329063416},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.16322845220565796}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1109/soli.2012.6273582","is_oa":false,"landing_page_url":"https://doi.org/10.1109/soli.2012.6273582","pdf_url":null,"source":null,"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Proceedings of 2012 IEEE International Conference on Service Operations and Logistics, and Informatics","raw_type":"proceedings-article"}],"best_oa_location":null,"sustainable_development_goals":[{"score":0.5400000214576721,"id":"https://metadata.un.org/sdg/9","display_name":"Industry, innovation and infrastructure"}],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":9,"referenced_works":["https://openalex.org/W1487784592","https://openalex.org/W1971975407","https://openalex.org/W2098294556","https://openalex.org/W2103353985","https://openalex.org/W2105132042","https://openalex.org/W2114189212","https://openalex.org/W2124165277","https://openalex.org/W2158124903","https://openalex.org/W6629224158"],"related_works":["https://openalex.org/W1930303402","https://openalex.org/W2530075739","https://openalex.org/W4376170976","https://openalex.org/W3211164499","https://openalex.org/W199278420","https://openalex.org/W3120290345","https://openalex.org/W2766216859","https://openalex.org/W3123669860","https://openalex.org/W2917794069","https://openalex.org/W2795784718"],"abstract_inverted_index":{"This":[0],"paper":[1],"identifies":[2],"two":[3],"trends":[4],"that":[5],"are":[6],"occurring":[7],"in":[8,101],"the":[9,14,26,59,73,81,86],"IT":[10,43,55,66,74],"services":[11,18,56],"industry.":[12],"First":[13],"value":[15],"proposition":[16],"of":[17,33,38,93],"is":[19,28],"shifting":[20],"towards":[21],"delivering":[22],"business":[23,50,63,95],"outcomes.":[24],"Second,":[25],"shift":[27],"causing":[29],"a":[30,49],"serious":[31],"threat":[32],"commoditization":[34],"to":[35,71],"traditional":[36],"models":[37,53],"IT-focused":[39],"outsourcing":[40],"and":[41,65,77,84],"pure":[42],"cost":[44],"plays.":[45],"The":[46,68],"authors":[47],"developed":[48],"outcome-based":[51,96],"pricing":[52,97],"for":[54],"by":[57],"understanding":[58],"causal":[60],"relationships":[61],"between":[62],"outcomes":[64],"capabilities.":[67],"model":[69],"aims":[70],"balance":[72],"service":[75],"providers":[76],"clients,":[78],"exactly":[79],"minimizing":[80],"providers'":[82],"risk":[83],"maximizing":[85],"consumers'":[87],"satisfactory":[88],"as":[89],"well.":[90],"Last,":[91],"examples":[92],"how":[94],"has":[98],"been":[99],"used":[100],"different":[102],"industries.":[103]},"counts_by_year":[{"year":2017,"cited_by_count":2},{"year":2015,"cited_by_count":1}],"updated_date":"2026-07-14T23:27:15.235271","created_date":"2025-10-10T00:00:00"}
