Industrial export pricing practices in the United Kingdom

Nikolaos Tzokas, Susan Hart, Paraskevas Argouslidis, Michael Saren

Research output: Contribution to journalArticlepeer-review

34 Citations (Scopus)


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.
Original languageEnglish
Pages (from-to)191-204
Number of pages14
JournalIndustrial Marketing Management
Issue number3
Publication statusPublished - 2000

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