Pricing Behavior in Industrial Markets

Michael H. Morris · Corine van Erkom Schurink

13 citations0/0 files storedJournal of Business and Industrial Marketing

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Consumer Market Behavior and Pricing Marketing and Advertising Strategies Supply Chain and Inventory Management

Abstract

Assesses the extent to which environmental turbulence is affecting the pricing behavior of industrial marketers. Introduces a conceptual model, based on a review of the available literature, in which pricing behavior is the result of changing dynamics in the external environment of firms. Assumes that price itself includes multiple dimensions which combine to form an overall strategy. Describes the results of a survey of a cross‐section of firms in South Africa. Draws a number of implications for theory and practice.

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References

1988Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence 1989Strategic management of small firms in hostile and benign environments 1974Advertising as Information 1992Corporate Culture and Performance 1982Innovation in conservative and entrepreneurial firms: Two models of strategic momentum 1983Strategy‐making and environment: The third link 1997The Review of Economics and Statistics 1979The Dimensions of Industrial New Product Success and Failure

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2015Editorial — Behavioral and psychological aspects of b2b pricing

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