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The antecedents of strategic pricing and its effect on company performance in the case of industrial service firms

The antecedents of strategic pricing and its effect on company performance in the case of... Purpose – The purpose of this research paper is to examine the impact of a number of variables on the adoption of strategic pricing by industrial service firms, and the effect of this adoption on company performance. Design/methodology/approach – Data were collected from 301 industrial service firms operating in seven different service sectors through a mail survey. Moreover, qualitative research through 35 in‐depth interviews was conducted. Findings – The findings reveal that market orientation and market growth boost the development of strategic pricing. On the other hand, technological and market turbulence hinder this development, while the overall impact of turbulence is reduced in market‐oriented firms. Finally, strategic pricing has a positive impact on company performance in both quantitative and qualitative terms. Research limitations/implications – The adoption of strategic pricing requires attention to a variety of company‐ and market‐related factors, while this adoption can improve various aspects of company performance. The addition of other moderating and mediating effects could certainly provide additional insights. Originality/value – The current study represents one of the first attempts to empirically examine the above topics in an industrial service context. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Services Marketing Emerald Publishing

The antecedents of strategic pricing and its effect on company performance in the case of industrial service firms

Journal of Services Marketing , Volume 28 (5): 12 – Aug 5, 2014

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Publisher
Emerald Publishing
Copyright
Copyright © 2014 Emerald Group Publishing Limited. All rights reserved.
ISSN
0887-6045
DOI
10.1108/JSM-02-2013-0031
Publisher site
See Article on Publisher Site

Abstract

Purpose – The purpose of this research paper is to examine the impact of a number of variables on the adoption of strategic pricing by industrial service firms, and the effect of this adoption on company performance. Design/methodology/approach – Data were collected from 301 industrial service firms operating in seven different service sectors through a mail survey. Moreover, qualitative research through 35 in‐depth interviews was conducted. Findings – The findings reveal that market orientation and market growth boost the development of strategic pricing. On the other hand, technological and market turbulence hinder this development, while the overall impact of turbulence is reduced in market‐oriented firms. Finally, strategic pricing has a positive impact on company performance in both quantitative and qualitative terms. Research limitations/implications – The adoption of strategic pricing requires attention to a variety of company‐ and market‐related factors, while this adoption can improve various aspects of company performance. The addition of other moderating and mediating effects could certainly provide additional insights. Originality/value – The current study represents one of the first attempts to empirically examine the above topics in an industrial service context.

Journal

Journal of Services MarketingEmerald Publishing

Published: Aug 5, 2014

Keywords: Company performance; Industrial services; Antecedents; Strategic pricing

References