Burke, ME and Rigby, J 1996, 'Business link information pricing policies: the way ahead' , Business Information Review, 13 (4) , pp. 251-257.

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Abstract

Describes the formation of the Business Link Information Service (BLIS) by Business Link Oldham, UK, and the three year limit to government funding of Business Links, which obliged BLIS to seek means for charging for its services. Presents details of a project undertaken to introduce a charging structure for BLIS: beginning with a literature search and followed by a comparative analysis of the price lists of other local Business Link information services in the North West of England. A decision was taken to charge for the so-called 2nd level of enquiry, based on the cost of staff and resources, and this was incorporated into the preliminary pricing scheme. Customer reaction to this scheme was evaluated under working conditions using a select sample of clients, over a four-week period. Results were encouraging as the majority of clients chose to continue with their enquiry when informed that a cost would be involved: particularly where online searches were involved. Results were used to draw up a feasible price list and strategy for introducing charging for new and existing customers.

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