Antecedents and consequences of strategic price management: An analysis in the New Zealand industrial service context |
Abstract:
The purpose of the present study is to (a) measure the extent to which selected contextual variables have an impact on the adoption of strategic pricing by industrial service providers and (b) determine the effect of the adoption of strategic pricing on the process that industrial service providers use for levying their prices. The current study represents the first attempt to empirically examine the aforementioned topics in an industrial service context. Data were collected from 120 industrial service providers operating in four different service sectors in New Zealand through a mail survey. Moreover, qualitative research through 16 in-depth interviews was carried out. Regarding the antecedents of strategic pricing, customer orientation, interfunctional co-ordination and higher formality were found to boost its adoption. With reference to the effect of strategic pricing on the pricing process used, differences were found among low and high strategic prices. |
| Keywords: |
Antecedents , consequences , strategic ,price management,analysis, New Zealand, industrial service, context |
| Author(s): |
Kostis Indounas , Stefan Roth |
| Source: |
Australasian Marketing Journal 20 (2012) 113–121 |
| Subject: |
بازاریابی |
| Category: |
مقاله مجله |
| Release Date: |
2012 |
| No of Pages: |
9 |
| Price(Tomans): |
0 |
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بر اساس شرایط و ضوابط ارسال مقاله در سایت مدیر، این مطلب توسط یکی از نویسندگان ارسال گردیده است. در صورت مشاهده هرگونه تخلف، با تکمیل فرم گزارش تخلف حقوق مؤلفین مراتب را جهت پیگیری اطلاع دهید.
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