TY - JOUR
T1 - Industrial export pricing practices in the United Kingdom
AU - Tzokas, Nikolaos
AU - Hart, Susan
AU - Argouslidis, Paraskevas
AU - Saren, Michael
PY - 2000
Y1 - 2000
N2 - Industrial export pricing is an area that is both conceptually and empirically neglected. That this is so is surprising given that a substantial proportion of industrial products is in fact exported. In an attempt to initiate research interest this article presents the results of a study undertaken among industrial exporters in the United Kingdom with the aim to explore empirically the export pricing practices of industrial firms. The study introduces the concept of industrial export pricing competence and compares the pricing practices in firms with different levels of competence. It offers suggestions for researchers and managers wishing to increase the performance of their export pricing decisions.
AB - Industrial export pricing is an area that is both conceptually and empirically neglected. That this is so is surprising given that a substantial proportion of industrial products is in fact exported. In an attempt to initiate research interest this article presents the results of a study undertaken among industrial exporters in the United Kingdom with the aim to explore empirically the export pricing practices of industrial firms. The study introduces the concept of industrial export pricing competence and compares the pricing practices in firms with different levels of competence. It offers suggestions for researchers and managers wishing to increase the performance of their export pricing decisions.
UR - http://www.scopus.com/inward/record.url?eid=2-s2.0-0034179342&partnerID=40&md5=3eb97af9e1f5b87c816b35dd49e9ad7e
U2 - 10.1016/S0019-8501(98)00045-5
DO - 10.1016/S0019-8501(98)00045-5
M3 - Article
VL - 29
SP - 191
EP - 204
JO - Industrial Marketing Management
JF - Industrial Marketing Management
SN - 0019-8501
IS - 3
ER -