The determinants of pricing strategies for industrial products in international markets

Journal of Business-to-Business Marketing

Volumn 9, Issue 2, 2002, Pages 29-64

  Forman, Howard ^a   Lancioni, Richard ^b  

^a DREXEL UNIVERSITY   (United States)

^b TEMPLE UNIVERSITY   (United States)

Author keywords

International; Pricing; Strategies

Indexed keywords

EID: 85016363107     PISSN: 1051712X     EISSN: 15470628     Source Type: Journal    
DOI: 10.1300/J033v09n02_03     Document Type: Article

References (68)

1. Ahmed, Sadrudin A., Alain d'Astous and Mostafa El Adraoui. 1994. Country-of-Origin Effects on Purchasing Managers' Product Perceptions. Industrial Marketing Management 23: 323-332.
2. Al-Eryani, Mohammad F., Pervaiz Alam, and Syed H. Akhter. 1990. Transfer Pricing Determinants of U. S. Multinationals. Journal of International Business Studies 21 (3): 409-425.
3. Bernard, Jean-Thomas and Robert J. Weiner. 1996. Export Pricing in State-owned and Private MNEs: Evidence from the International Petroleum Market. International Journal of Industrial Organization 14 (5): 647-668.
4. Bernhofen, Daniel M. 1995. Price Dumping in Intermediate Good Markets. Journal of International Economics 39 (1, 2): 159-173.
5. Betts, Caroline and Michael B. Devereux. 1996. The Exchange Rate in a Model of Pricing-to-Market. European Economic Review 40 (3-5): 1007-1021.
6. Boddewyn, Jean J., R. Soehl and J. Picard. 1986. Standardization in International Marketing: Is Ted Levitt in Fact Right? Business Horizons 29 (November/December): 69-75.
7. Bughin, Jacques. 1996. Capacity Constraints and Export Performance: Theory and Evidence from Belgian Manufacturing. Journal of Industrial Economics 44 (2): 187-204.
8. Cavusgil, S. Tamer. 1988. Unraveling the Mystique of Export Pricing. Business Horizons 31 (May/June): 54-63.
9. Cavusgil, S. Tamer. 1996. Pricing for Global Markets. The Columbia Journal of World Business 34 (Winter): 66-78.
10. Chhabra, Surjit S. 1996. Marketing Adaptations by American Multinational Corporations in South America. Journal of Global Marketing 9 (4): 57-74.
11. Davies, Warnock and Kathleen E. Brush. 1997. High-Tech Industry Marketing: The Elements of a Sophisticated Global Strategy. Industrial Marketing Management 26: 1-13.
12. Diamantopoulos, Adamantios. 1991. Pricing: Theory and Evidence-A Literature Review. Chap. 3 In Perspectives on Marketing Management, edited by M. J. Baker. Vol. 1. London: John Wiley and Sons Ltd.
13. Diamantopoulos, Adamantios and Brian Mathews. 1995. Making Pricing Decisions A Study of Managerial Practice. London: Chapman and Hall.
14. Dolan, Robert J. and Hermann Simon. 1996. Power Pricing: How Managing Price Transforms the Bottom Line. New York: The Free Press.
15. Dorward, Neil. 1987. The Pricing Decision: Economic Theory and Business Practice. London: Harper & Row.
16. Douglas, Susan and Samuel C. Craig. 1992. Advances in International Marketing. International Journal of Research in Marketing 9: 291-318.
17. Fitzpatrick, A. A. 1964. Pricing Methods of Industry, Boulder: Pruett Press.
18. Forker, Laura B. 1997. Internationalizing Procurement: Determinants of Countertrade Involvement. International Journal of Purchasing and Materials Management. (Spring): 27-34.
19. Gabor, André. 1988. Pricing: Concepts and Methods for Effective Marketing. Cambridge: University Press.
20. Gaul, Wolfgang and Ulrich Lutz. 1994. Pricing in International Marketing and Western European Economic Integration. Management International Review 34 (2): 101-124.
21. Gijsbrechts, Els. 1993. Prices and Pricing Research in Consumer marketing: Some Recent Developments. International Journal of Research in Marketing 10: 115-151.
22. Guiltinan, Joseph P. 1976. Risk-Aversive Pricing Policies: Problems and Alternatives. Journal of Marketing 40 (January): 10-15.
23. Hair, Joseph F., Rolph E. Anderson, Ronald L. Tatham and William C. Black. 1992. Multivariate Data Analysis with Readings, 3rd ed. New York: MacMillan Publishing Company.
24. Hamilton, Lawrence C. 1992. Regression With Graphics: A Second Course in Applied Statistics. Belmont, CA: Duxbury Press.
25. Hansen, Don R., Rick L. Cosser and Doug Laufer. 1992. Moral Ethics v. Tax Ethics: The Case of Transfer Pricing Among Multinational Corporations. Journal of Business Ethics. 11 (9): 679-686.
26. Hennart, Jean-Francois. 1990. Some Empirical Dimensions of Countertrade. Journal of International Business Studies 21 (2): 243-270.
27. Hung, Wansing, Yoonbai Kim, and Kenichi Ohno. 1993. Pricing Exports: A Cross-country Study. Journal of International Money and Finance 12 (1): 3-28.
28. Javalgi, Rajshekhar G., Bob D. Cutler, S. R. Rao, and D. Steven White. 1997. The International Marketing Literature: Topics, Trends and Contributors. Journal of Teaching in International Business 8 (3): 21-43.
29. Jeannet, Jean-Pierre and H. David Hennessey. 1998. Global Marketing Strategies. 4th ed. Boston: Houghton Mifflin Company.
30. Kahneman, Daniel and Amos Tversky. 1979. Prospect Theory: An Analysis of Decision Under Risk. Econometrica 47 (March): 263-291.
31. Kindra, Gurprit S., Frederick Stapenhurst, and Nicolino Strizzi. 1993. A Survey of Countertrade Practices with Eastern Europe. International Marketing Review 10 (6): 61-76.
32. Koh, A. C. 1991. Relationships Among Organizational Characteristics, Marketing Strategy and Export Performance. International Marketing Review 3: 46-60.
33. Kortge, G. Dean, Patrick A. Okonkwo, James R. Burley and Jeffrey D. Kortge. 1994. Linking Experience, Product Life Cycle, and Learning Curves: Calculating the Perceived Value Price Range. Industrial Marketing Management 23: 221-228.
34. Krugman, Paul. 1987. Pricing to Market When the Exchange Rate Changes In Real Financial Linkages Among Open Economies, edited by S. W. Arndt and J. D. Richardson. Cambridge, MA: MIT Press.
35. Kublin, Michael. 1992. Issues Raised by the Challenges of Foreign Market Pricing. Industrial Management 34 (2): 6-9.
36. Lecraw, Donald J. 1989. The Management of Countertrade: Factors Influencing Success. Journal of International Business Studies 20 (1): 41-59.
37. Leighton, David S. R. 1966. International Marketing: Text and Cases. New York: McGraw-Hill.
38. Maheswaran, Durairaj. 1994. Country of Origin as a Stereotype: Effects of Consumer Expertise and Attribute Strength on Product Evaluations. Journal of Consumer Research 21 (September): 354-365.
39. Marshall, A. 1979. More Profitable Pricing. London: McGraw-Hill.
40. Miranda, Jorge. 1996. Should Antidumping Laws be Dumped? Law and Policy in International Business 28 (1): 255-288.
41. Mirus, Rolf and Bernard Yeung. 1986. Economic Incentives for Countertrade. Journal of International Business Studies 17 (Fall): 27-39.
42. Monroe, Kent B. 1990. Pricing, Making Profitable Decisions. 2d. ed. New York: McGraw-Hill.
43. Morris, Michael H. 1992. Industrial and Organizational Marketing. New York: Macmillan.
44. Morris, Michael H. and Gene Morris. 1990. Market-Oriented Pricing Strategies for Management. New York: Quorum Books.
45. Nagle, Thomas T. 1987. The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making. Englewood Cliffs: Prentice-Hall.
46. Nagle, Thomas T. and Reed K. Holden. 1995. The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making. 2d. ed. Englewood Cliffs: Prentice-Hall.
47. Noble, Peter. 1995. Determinants of Industrial Pricing Strategies. Ph.D. diss., University of Iowa.
48. Oxenfeldt, Alfred R. 1975. Pricing Strategies. New York: AMACOM.
49. Phillips, Lynn W. 1981. Assessing Measurement Error in Key Informant Reports: A methodological Note on Organizational Analysis in Marketing. Journal of Marketing 18 (November): 395-415.
50. Pierson, Matthew W. 1989. Small Business, Big Opportunity: Developing a Successful Pricing Strategy. In The Pricing Decision: A Strategic Planner for Marketing Professionals, edited by Daniel T. Seymour. Chicago: Probus Publishing Company.
51. Rabino, Samuel and Kirit Shah. 1987. Countertrade and Penetration of LDC's Markets. Columbia Journal of World Business 22 (Winter): 31-37.
52. Rahman, M. Zubaidur and Robert W. Scapens. 1986. Transfer Pricing by Multinationals: Some Evidence From Bangladesh. Journal of Business Finance and Accounting 13 (3): 383-391.
53. Rao, Vithala R. 1984. Pricing Research in Marketing: The State of the Art. Journal of Business 57 (1, pt. 2): S39-S60.
54. Rau, P. A. and J. F. Preble. 1987. Standardization of Marketing Strategy by Multinationals. International Marketing Review. 4 (Autumn): 18-28.
55. Rogers, Len. 1990. Pricing For Profit. Oxford: Basil Blackwell.
56. Samiee, Saeed. 1987. Pricing in Marketing Strategies of U. S.-and Foreign-Based Companies. Journal of Business Research 15 (1): 17-30.
57. Samiee, Saeed. 1994. Customer Evaluation of Products in a Global Market. Journal of International Business Studies 25 (3): 579-604.
58. Scott, W. Richard. 1995. Institutional Theory and Organizations. In The Institutional Construction of Organizations, edited by W. Richard Scott and Søren Christensen. Thousand Oaks: Sage Publications.
59. Seymour, Daniel T. ed. 1989. The Pricing Decision: A Strategic Planner for Marketing Professionals. Chicago: Probus Publishing Company.
60. Seymour, Daniel T. ed. 1989. A Strategic Approach to Price Planning. In The Pricing Decision: A Strategic Planner for Marketing Professionals, edited by Daniel T. Seymour. Chicago: Probus Publishing Company.
61. Shapiro, Benson P. and Barbara B. Jackson. 1978. Industrial Pricing to Meet Customer Needs. Harvard Business Review 56 (November/December): 119-127.
62. Smith, Michael; Indrajit Sinha; Richard A. Lancioni and Howard Forman. 1999. The Role of Market Turbulence in Shaping Pricing Strategy: Managerial Implications for Industrial Firms in High and Low Technology Markets. Industrial Marketing Management 28 (6): 637-649.
63. Stewart, J. C. 1989. Transfer Pricing: Some Empirical Evidence from Ireland. Journal of Economic Studies 16(3): 40-56.
64. Tange, Toshiko. 1997. Exchange Rates and Export Prices of Japanese Manufacturing. Journal of Policy Modeling 19(2): 195-206.
65. Tellis, Gerald J. 1986. Beyond the Many Faces of Price: An Integration of Pricing Strategies. Journal of Marketing 50 (4): 146-160.
66. Terpstra, Vern and Ravi Sarathy. 1997. International Marketing. 7th edition. Fort Worth: The Dryden Press.
67. Weekly, James K. 1992. Pricing in Foreign Markets: Pitfalls and Opportunities. Industrial Marketing Management 21: 171-179.
68. Winer, Russell S. 1985. A Price Vector Model of Demand for Consumer Durables: Preliminary Developments. Marketing Science 4 (1): 74-90.