Strategic pricing in export markets: Empirical evidence from the UK

Nikolaos Tzokas, Susan Hart, Paris Argouslidis, Michael Saren

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29 Citations (Scopus)


This study was initiated by the apparent conceptual and empirical neglect of the industrial export pricing area. Capitalising upon calls for a strategic pricing orientation in contemporary firms the study seeks to empirically explore the export pricing practices of industrial exporters in the UK and assess their influence upon their strategic export pricing. The aggregated experience of 178 firms suggests that proactive exporting stimuli, market orientation, formality of the pricing decision process and a balanced attention to customer needs and the profit potential of the exporting activity are practices identifiable in firms with a high strategic pricing orientation. This new empirical evidence is discussed in terms of its contribution for export managers, public policy makers and researchers wishing to advance further our knowledge of this critical area of marketing activity.
Original languageEnglish
Pages (from-to)95-117
Number of pages23
JournalInternational Business Review
Issue number1
Publication statusPublished - 2000

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