TY - JOUR
T1 - Intraorganizational influences on business-to-business pricing strategies
T2 - A political economy perspective
AU - Lancioni, Richard
AU - Schaur, Hope Jensen
AU - Smith, Michael F.
PY - 2005/2
Y1 - 2005/2
N2 - Historically, researchers have addressed pricing issues from many different perspectives, including the firm's business model (cost structure, experience curve), stakeholders (customers and channel partners), competition (market structure and intensity), and macroeconomic issues (interest rates, economic growth). An important dimension of organizational price setting that has been neglected is the impact that the firm's internal political system, reflected in interdepartmental coordination and rivalry, has upon price setting. A study of managers who are influential in shaping the firm's pricing strategy was conducted to identify intraorganizational issues and their relative impact on the firm's pricing strategy. The results of the study provide important implications for the development and execution of a firm's pricing strategy.
AB - Historically, researchers have addressed pricing issues from many different perspectives, including the firm's business model (cost structure, experience curve), stakeholders (customers and channel partners), competition (market structure and intensity), and macroeconomic issues (interest rates, economic growth). An important dimension of organizational price setting that has been neglected is the impact that the firm's internal political system, reflected in interdepartmental coordination and rivalry, has upon price setting. A study of managers who are influential in shaping the firm's pricing strategy was conducted to identify intraorganizational issues and their relative impact on the firm's pricing strategy. The results of the study provide important implications for the development and execution of a firm's pricing strategy.
KW - Business-to-business pricing strategies
KW - Intraorganizational influence
KW - Pricing strategy
UR - http://www.scopus.com/inward/record.url?scp=15844421218&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=15844421218&partnerID=8YFLogxK
U2 - 10.1016/j.indmarman.2004.07.010
DO - 10.1016/j.indmarman.2004.07.010
M3 - Article
AN - SCOPUS:15844421218
SN - 0019-8501
VL - 34
SP - 123
EP - 131
JO - Industrial Marketing Management
JF - Industrial Marketing Management
IS - 2 SPEC. ISS.
ER -