메뉴 건너뛰기




Volumn 29, Issue 3, 2000, Pages 191-204

Industrial export pricing practices in the United Kingdom

Author keywords

[No Author keywords available]

Indexed keywords


EID: 0034179342     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0019-8501(98)00045-5     Document Type: Article
Times cited : (35)

References (70)
  • 1
    • 72149088706 scopus 로고
    • Use tactical pricing to uncover hidden profits
    • Garda, R.: Use tactical pricing to uncover hidden profits. Journal of Business Strategy 12, 17-23 (1991).
    • (1991) Journal of Business Strategy , vol.12 , pp. 17-23
    • Garda, R.1
  • 2
    • 0002962816 scopus 로고
    • Pricing practices which endanger profits
    • Monroe, K. B.: Pricing practices which endanger profits. Pricing Strategy and Practice 1, 4-10 (1993).
    • (1993) Pricing Strategy and Practice , vol.1 , pp. 4-10
    • Monroe, K.B.1
  • 4
    • 0002426466 scopus 로고
    • Managerial pricing orientation: The process of making pricing decisions
    • Smith, G. E., Managerial pricing orientation: The process of making pricing decisions. Pricing Strategy and Practice 3, 28-39 (1995).
    • (1995) Pricing Strategy and Practice , vol.3 , pp. 28-39
    • Smith, G.E.1
  • 5
    • 0002534762 scopus 로고
    • Pricing an industrial technological innovation, a case study
    • Woodside, A. G.: Pricing an industrial technological innovation, a case study. Industrial Marketing Management 24, 145-150 (1995).
    • (1995) Industrial Marketing Management , vol.24 , pp. 145-150
    • Woodside, A.G.1
  • 6
    • 0001843707 scopus 로고
    • The firm's preoccupation with cost-based pricing
    • Hankinson, A.: The firm's preoccupation with cost-based pricing. Pricing Strategy and Practice 3, 14-20 (1995).
    • (1995) Pricing Strategy and Practice , vol.3 , pp. 14-20
    • Hankinson, A.1
  • 7
    • 0001846291 scopus 로고
    • Pricing: Theory and practice - A literature review
    • Baker, M. J., ed., Wiley, London
    • Diamantopoulos, A.: Pricing: Theory and practice - A literature review, in Perspectives on Marketing Management Baker, M. J., ed., Wiley, London, 1991, 63-191.
    • (1991) Perspectives on Marketing Management , pp. 63-191
    • Diamantopoulos, A.1
  • 9
    • 0002829489 scopus 로고
    • Creating a pricing expert system: Design and building considerations
    • Hendon, R. A., and Hendon D. W.: Creating a pricing expert system: Design and building considerations. Pricing Strategy and Practice 2, 26-40 (1994).
    • (1994) Pricing Strategy and Practice , vol.2 , pp. 26-40
    • Hendon, R.A.1    Hendon, D.W.2
  • 11
    • 38249036915 scopus 로고
    • Pricing in marketing strategies of U.S. and foreign-based companies
    • Samiee, S.: Pricing in marketing strategies of U.S. and foreign-based companies. Journal of Business Research 15, 17-30 (1987).
    • (1987) Journal of Business Research , vol.15 , pp. 17-30
    • Samiee, S.1
  • 13
  • 14
    • 84986777842 scopus 로고
    • Pricing behaviour in UK manufacturing and service industries
    • Jobber, D., and Hooley, G.: Pricing behaviour in UK manufacturing and service industries. Managerial and Decision Economics 8, 167-171 (1987).
    • (1987) Managerial and Decision Economics , vol.8 , pp. 167-171
    • Jobber, D.1    Hooley, G.2
  • 15
  • 16
    • 0002142942 scopus 로고
    • How important is pricing in competitive strategy
    • Udell, J.G.: How important is pricing in competitive strategy. Journal of Marketing 28, 44-48 (1964).
    • (1964) Journal of Marketing , vol.28 , pp. 44-48
    • Udell, J.G.1
  • 17
    • 0031231596 scopus 로고    scopus 로고
    • The pricing of export products: Why aren't managers satisfied with the results?
    • Myers, M. B.: The pricing of export products: Why aren't managers satisfied with the results? Journal of World Business 32, 277-289 (1997).
    • (1997) Journal of World Business , vol.32 , pp. 277-289
    • Myers, M.B.1
  • 18
    • 0000097873 scopus 로고
    • British export market selection and pricing
    • Piercy, N.: British export market selection and pricing. Industrial Marketing Management 10, 287-297 (1981).
    • (1981) Industrial Marketing Management , vol.10 , pp. 287-297
    • Piercy, N.1
  • 19
    • 33847622545 scopus 로고
    • Are exporting firms modifying their product, pricing and promotion policies?
    • Seifert, B., and Ford J.: Are exporting firms modifying their product, pricing and promotion policies?. International Marketing Review 6, 53-68 (1989).
    • (1989) International Marketing Review , vol.6 , pp. 53-68
    • Seifert, B.1    Ford, J.2
  • 20
    • 0001871230 scopus 로고
    • Pricing and financing practices of industrial exporting firms
    • Thach, S. V., and Axinn, C. N.: Pricing and financing practices of industrial exporting firms. International Marketing Review 8, 32-45 (1991).
    • (1991) International Marketing Review , vol.8 , pp. 32-45
    • Thach, S.V.1    Axinn, C.N.2
  • 21
    • 0002413234 scopus 로고
    • Export management in medium-sized engineering firms
    • Hunt, H. G.: Export management in medium-sized engineering firms. Journal of Management Studies 6, 33-44 (1969).
    • (1969) Journal of Management Studies , vol.6 , pp. 33-44
    • Hunt, H.G.1
  • 22
    • 0002500645 scopus 로고
    • Export pricing in today's market
    • July 9
    • Kistler, B. L.: Export pricing in today's market. Business America July 9, 21 (1984).
    • (1984) Business America , pp. 21
    • Kistler, B.L.1
  • 23
    • 0002796535 scopus 로고
    • Unravelling the mystique of export pricing
    • May-June
    • Cavusgil, S. T.: Unravelling the mystique of export pricing. Business Horizons May-June, 54-63 (1988).
    • (1988) Business Horizons , pp. 54-63
    • Cavusgil, S.T.1
  • 24
    • 0002868305 scopus 로고
    • The importance of price in international business development
    • Lancioni, R. A.: The importance of price in international business development. European Journal of Marketing 18, 45-50 (1989).
    • (1989) European Journal of Marketing , vol.18 , pp. 45-50
    • Lancioni, R.A.1
  • 25
    • 0039083804 scopus 로고
    • A framework for export pricing decisions
    • Walters, P.: A framework for export pricing decisions. Journal of Global Marketing 2, 34-56 (1989).
    • (1989) Journal of Global Marketing , vol.2 , pp. 34-56
    • Walters, P.1
  • 27
    • 0003024705 scopus 로고
    • The optimal pricing of exports invoiced in different currencies
    • Ahtiala, P., and Orgler, Y. E.: The optimal pricing of exports invoiced in different currencies. Journal of Banking and Finance 19, 61-77 (1995).
    • (1995) Journal of Banking and Finance , vol.19 , pp. 61-77
    • Ahtiala, P.1    Orgler, Y.E.2
  • 29
    • 84981626309 scopus 로고
    • Exchange rates and strategic pricing: The case of Swedish machinery exports
    • Athukorala, P. and J. Menon, Exchange rates and strategic pricing: The case of Swedish machinery exports. Oxford Bulletin of Economics & Statistics 57(4), 533-536 (1995).
    • (1995) Oxford Bulletin of Economics & Statistics , vol.57 , Issue.4 , pp. 533-536
    • Athukorala, P.1    Menon, J.2
  • 30
    • 0000954368 scopus 로고    scopus 로고
    • Exchange rate changes and pricing behaviour of US exporters
    • Yang, J.: Exchange rate changes and pricing behaviour of US exporters. Review of International Economics 4, 339-354 (1996).
    • (1996) Review of International Economics , vol.4 , pp. 339-354
    • Yang, J.1
  • 31
    • 0002359570 scopus 로고
    • Pricing decisions: How they are made and how they are influenced
    • November
    • Oxenfeldt, A.R.: Pricing decisions: How they are made and how they are influenced. Management Review (November), 23-25 (1983).
    • (1983) Management Review , pp. 23-25
    • Oxenfeldt, A.R.1
  • 32
    • 0002410879 scopus 로고
    • Some necessary conditions for when price reduction strategies may be profitable
    • Monroe K. B., and Mentzer, J. T.: Some necessary conditions for when price reduction strategies may be profitable. Pricing Strategy and Practice 2, 11-20 (1994).
    • (1994) Pricing Strategy and Practice , vol.2 , pp. 11-20
    • Monroe, K.B.1    Mentzer, J.T.2
  • 33
    • 38249028473 scopus 로고
    • Using price discounts for a competitive advantage
    • Day, G. S., and Ryans, A. B.: Using price discounts for a competitive advantage. Industrial Marketing Management 17, 1-14 (1988).
    • (1988) Industrial Marketing Management , vol.17 , pp. 1-14
    • Day, G.S.1    Ryans, A.B.2
  • 36
    • 0002525881 scopus 로고
    • Pricing the product line during periods of scarcity
    • Monroe, K. B., and Zoltners, A. A.: Pricing the product line during periods of scarcity. Journal of Marketing 43, 49-59 (1979).
    • (1979) Journal of Marketing , vol.43 , pp. 49-59
    • Monroe, K.B.1    Zoltners, A.A.2
  • 37
    • 0002507119 scopus 로고
    • Price quantity discounts: Some implications for buyers and sellers
    • Wilcox, J. B., Howell, R. D., Kuzdrell P., and Britney, R.: Price quantity discounts: Some implications for buyers and sellers. Journal of Marketing 51, 60-70 (1987).
    • (1987) Journal of Marketing , vol.51 , pp. 60-70
    • Wilcox, J.B.1    Howell, R.D.2    Kuzdrell, P.3    Britney, R.4
  • 41
    • 84986841287 scopus 로고
    • Pricing flexibility in British manufacturing industry
    • Shipley, D. D.: Pricing flexibility in British manufacturing industry. Managerial and Decision Economics 4, 224-233 (1983).
    • (1983) Managerial and Decision Economics , vol.4 , pp. 224-233
    • Shipley, D.D.1
  • 42
    • 0002632017 scopus 로고    scopus 로고
    • Why small firms rely on cost-based pricing: An experience-based inquiry
    • Warshawsky, R. M., and Cahill, D. J.: Why small firms rely on cost-based pricing: An experience-based inquiry. Pricing Strategy and Practice 4, 23-25 (1996).
    • (1996) Pricing Strategy and Practice , vol.4 , pp. 23-25
    • Warshawsky, R.M.1    Cahill, D.J.2
  • 43
    • 21144463066 scopus 로고
    • Market orientation: Antecedents and consequences
    • Jaworski, B. J., and Kohli, A. K.: Market orientation: Antecedents and consequences. Journal of Marketing 57, 53-70 (1993).
    • (1993) Journal of Marketing , vol.57 , pp. 53-70
    • Jaworski, B.J.1    Kohli, A.K.2
  • 44
    • 0003048219 scopus 로고
    • Market orientation: The construct, research propositions and managerial implications
    • Kohli, A. K., and Jaworski, B. J.: Market orientation: The construct, research propositions and managerial implications. Journal of Marketing 54, 1-18 (1990).
    • (1990) Journal of Marketing , vol.54 , pp. 1-18
    • Kohli, A.K.1    Jaworski, B.J.2
  • 45
    • 0002288096 scopus 로고
    • Marketing myopia
    • July-August
    • Levitt, T.: Marketing myopia. Harvard Business Review July-August, 45-57 (1960).
    • (1960) Harvard Business Review , pp. 45-57
    • Levitt, T.1
  • 46
    • 0002413236 scopus 로고
    • Pricing: How not to succeed
    • Cahill, D. J., Pricing: How not to succeed. Pricing Strategy and Practice 2(1), 21-25 (1994).
    • (1994) Pricing Strategy and Practice , vol.2 , Issue.1 , pp. 21-25
    • Cahill, D.J.1
  • 47
    • 0042188850 scopus 로고
    • Value-based strategies for industrial pricing
    • Forbis, L. J., and Mehta, N. T.: Value-based strategies for industrial pricing. Business Horizons 24, 32-47 (1981).
    • (1981) Business Horizons , vol.24 , pp. 32-47
    • Forbis, L.J.1    Mehta, N.T.2
  • 48
    • 38249019315 scopus 로고
    • Market-based pricing: Beyond price performance curves
    • Kijewski, V., and Yoon, E.: Market-based pricing: Beyond price performance curves. Industrial Marketing Management 19, 11-19 (1990).
    • (1990) Industrial Marketing Management , vol.19 , pp. 11-19
    • Kijewski, V.1    Yoon, E.2
  • 50
    • 0001523053 scopus 로고
    • An exploratory analysis of the impact of market orientation on new product perfromance
    • Atuahenegima, K.: An exploratory analysis of the impact of market orientation on new product perfromance. Journal of Product Innovation Management 12(4), 275-293 (1995).
    • (1995) Journal of Product Innovation Management , vol.12 , Issue.4 , pp. 275-293
    • Atuahenegima, K.1
  • 51
    • 0002954788 scopus 로고
    • The effect of market orientation on business profitability
    • Narver, J. C., and Slater, S. F.: The effect of market orientation on business profitability. Journal of Marketing 54, 20-35 (1990).
    • (1990) Journal of Marketing , vol.54 , pp. 20-35
    • Narver, J.C.1    Slater, S.F.2
  • 52
    • 21344497205 scopus 로고
    • Does competitive environment moderate the market orientation-performance relationship?
    • Slater, S. F., and Narver, J. C.: Does competitive environment moderate the market orientation-performance relationship? Journal of Marketing 58, 46-55 (1995).
    • (1995) Journal of Marketing , vol.58 , pp. 46-55
    • Slater, S.F.1    Narver, J.C.2
  • 54
    • 0030295899 scopus 로고    scopus 로고
    • Overhauling the new product process
    • Cooper, R. G.: Overhauling the new product process. Industrial Marketing Management 25, 465-482 (1996).
    • (1996) Industrial Marketing Management , vol.25 , pp. 465-482
    • Cooper, R.G.1
  • 56
    • 0002786818 scopus 로고
    • A decision-making structure for price decisions
    • Oxenfeldt, A. R.: A decision-making structure for price decisions. Journal of Marketing 37, 48-53 (1973).
    • (1973) Journal of Marketing , vol.37 , pp. 48-53
    • Oxenfeldt, A.R.1
  • 57
    • 0001740763 scopus 로고
    • Making money with proactive pricing
    • November-December
    • Ross, E. B.: Making money with proactive pricing. Harvard Business Review (November-December,) 145-155 (1984).
    • (1984) Harvard Business Review , pp. 145-155
    • Ross, E.B.1
  • 58
    • 0001062548 scopus 로고
    • Assessing measurement error in key informant reports: A methodological note on organizational analysis in marketing
    • Philips, Lynn W.: Assessing measurement error in key informant reports: A methodological note on organizational analysis in marketing. Journal of Marketing Research 17, 395-415 (1981).
    • (1981) Journal of Marketing Research , vol.17 , pp. 395-415
    • Philips, L.W.1
  • 60
    • 0040984002 scopus 로고
    • The capabilities of market driven organisations
    • Day, G. S.: The capabilities of market driven organisations. Journal of Marketing 58, 37-52 (1994).
    • (1994) Journal of Marketing , vol.58 , pp. 37-52
    • Day, G.S.1
  • 61
    • 0344079408 scopus 로고
    • Market information processing and organisational learning
    • Sinkula, J. M.: Market information processing and organisational learning. Journal of Marketing 58, 35-45 (1994).
    • (1994) Journal of Marketing , vol.58 , pp. 35-45
    • Sinkula, J.M.1
  • 62
    • 0002825756 scopus 로고
    • Pricing as creative marketing
    • Nagle, T.: Pricing as creative marketing. Business Horizons 26 (4), 14-19 (1983).
    • (1983) Business Horizons , vol.26 , Issue.4 , pp. 14-19
    • Nagle, T.1
  • 64
    • 0001937314 scopus 로고
    • Relationship approach to the marketing function in service contexts
    • Groonroos, C.: Relationship approach to the marketing function in service contexts. Journal of Business Research 29, 3-12 (1990).
    • (1990) Journal of Business Research , vol.29 , pp. 3-12
    • Groonroos, C.1
  • 65
    • 84930801009 scopus 로고
    • Making relationship marketing operational
    • Gummesson, E.: Making relationship marketing operational. Service Industry Management 5, 5-20 (1994).
    • (1994) Service Industry Management , vol.5 , pp. 5-20
    • Gummesson, E.1
  • 68
    • 0002422462 scopus 로고
    • Price setting and volume planning by two European industrial companies: A study and comparison of decision processes
    • Farley, J. U., Hulbert, J. M., and Weinstein, D.: Price setting and volume planning by two European industrial companies: A study and comparison of decision processes. Journal of Marketing 44, 46-54 (1980).
    • (1980) Journal of Marketing , vol.44 , pp. 46-54
    • Farley, J.U.1    Hulbert, J.M.2    Weinstein, D.3
  • 69
    • 0000079892 scopus 로고
    • Pricing objectives in British manufacturing industry
    • Shipley, D. D.: Pricing objectives in British manufacturing industry. Journal of Industrial Economics 24, 429-443 (1981).
    • (1981) Journal of Industrial Economics , vol.24 , pp. 429-443
    • Shipley, D.D.1
  • 70
    • 0001561974 scopus 로고
    • Changing industrial buyer-seller pricing concerns
    • Wagner, W. B.: Changing industrial buyer-seller pricing concerns. Industrial Marketing Management 10, 109-117 (1981).
    • (1981) Industrial Marketing Management , vol.10 , pp. 109-117
    • Wagner, W.B.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.