Intraorganizational influences on business-to-business pricing strategies: A political economy perspective

Richard Lancioni, Hope Jensen Schaur, Michael F. Smith

Research output: Contribution to journalArticlepeer-review

39 Scopus citations


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.

Original languageEnglish (US)
Pages (from-to)123-131
Number of pages9
JournalIndustrial Marketing Management
Issue number2 SPEC. ISS.
StatePublished - Feb 2005


  • Business-to-business pricing strategies
  • Intraorganizational influence
  • Pricing strategy

ASJC Scopus subject areas

  • Marketing


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