20.500.12556/ReVIS-12253 Dynamic Pricing Model Factors: Configure-to-Order Product and Business-to-Business Sales Perspective Dejavniki modela dinamičnega oblikovanja cen: konfiguracija po naročilu in perspektiva prodaje podjetij podjetjem Purpose: Dynamic pricing is a pricing strategy in which product prices are dynamically adjusted based on factors relevant to the pricing model. This study aims to fill a research gap in understanding the dynamic pricing of Configure-to-Order (CTO) products in the business-to-business (B2B) sales context. The primary objective is to understand the dynamic pricing model factors that influence the pricing of CTO products. Study design/methodology/approach: This study involved a qualitative exploration of mechanical industry product pricing through an extensive literature review and thematic analysis of rich data mainly obtained through semi-structured interviews. Findings: The findings suggest that the widely discussed pricing model challenges significantly affect configure-to-order (CTO) pricing models. CTO-specific challenges stem from product complexity, high customization, and unique configurations, which make pricing more intricate. This study clarifies the dynamic pricing model factors relevant to the business-to-business CTO product context in the mechanical industry, and highlights how configurability shapes these factors. This unique aspect of CTO products introduces additional dimensions to pricing considerations, which require tailored approaches for effective implementation. Originality/value: The original contribution is provided by identifying the dynamic pricing model factors for business-to-business configure-to-order products in the mechanical industry context. Namen: Dinamično oblikovanje cen je strategija oblikovanja cen, pri kateri se cene izdelkov dinamično prilagajajo glede na dejavnike, pomembne za cenovni model. Namen te študije je zapolniti raziskovalno vrzel v razumevanju dinamičnega oblikovanja cen izdelkov po naročilu (CTO) v kontekstu prodaje med podjetji (B2B). Glavni cilj je razumeti dejavnike dinamičnega cenovnega modela, ki vplivajo na oblikovanje cen izdelkov CTO. Zasnova/metodologija/pristop študije: Ta študija je vključevala kvalitativno raziskavo cen izdelkov strojne industrije z obsežnim pregledom literature in tematsko analizo bogatih podatkov, pridobljenih predvsem s polstrukturiranimi intervjuji. Ugotovitve: Ugotovitve kažejo, da široko obravnavani izzivi cenovnega modela pomembno vplivajo na cenovne modele po naročilu (CTO). Izzivi, specifični za CTO, izhajajo iz kompleksnosti izdelkov, visoke prilagodljivosti in edinstvenih konfiguracij, zaradi česar je oblikovanje cen bolj zapleteno. Ta študija pojasnjuje dejavnike dinamičnega cenovnega modela, pomembne za kontekst izdelkov CTO med podjetji v strojni industriji, in poudarja, kako konfiguracija oblikuje te dejavnike. Ta edinstven vidik izdelkov CTO uvaja dodatne dimenzije v cenovne vidike, ki zahtevajo prilagojene pristope za učinkovito izvajanje. Izvirnost/vrednost: Izvirni prispevek je zagotovljen z opredelitvijo dejavnikov modela dinamičnih cen za izdelke po naročilu med podjetji v kontekstu strojne industrije. dynamic pricing dynamic pricing model factors Configure-to-Order CTO product Business-to-Business sales B2B mechanical industry product management true false true Angleški jezik Slovenski jezik Članek v reviji 2025-09-19 14:10:10 2025-09-19 14:10:10 2026-01-28 12:54:32 0000-00-00 00:00:00 0 0 0 No. 1 Vol. 14 2025 0000-00-00 Zaloznikova Objavljeno NiDoloceno 0000-00-00 0000-00-00 2025-02-01 2232-5107 2232-5697 252654083 https://doi.org/10.53615/2232-5697.14.1-15 https://toknowpress.net/submission/index.php/ijmkl/article/download/182/118 1 9726bc78-9551-11f0-9bb7-001a4af901a5 https://revis.openscience.si/Dokument.php?lang=slv&id=14330 RAZ_Koskinen_Joni_0.pdf RAZ_Koskinen_Joni_0.pdf 1 9CAEEB8EDF64F9ACC5C02C0C208D4C71 656e620257e1704c40a26035c3a7deb385674201f35b5d31bf67e75c8571192f b686adb4-9551-11f0-9bb7-001a4af901a5 https://revis.openscience.si/Dokument.php?lang=slv&id=14331 Mednarodna fakulteta za družbene in poslovne študije 0 0 0