Strategic Pricing in Volatile Markets

Strategic pricing with rational inattention to quality

Games and Economic Behavior ◽

10.1016/j.geb.2017.03.007 ◽

2017 ◽

Vol 104 ◽

pp. 131-145 ◽

Cited By ~ 23

Author(s):

Daniel Martin

Keyword(s):

Rational Inattention ◽

Strategic Pricing

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COMPETITION OR PREDATION? CONSUMER COORDINATION, STRATEGIC PRICING AND PRICE FLOORS IN NETWORK MARKETS*

Journal of Industrial Economics ◽

10.1111/j.0022-1821.2005.00252.x ◽

2005 ◽

Vol 53 (2) ◽

pp. 203-231 ◽

Cited By ~ 25

Author(s):

Joseph Farrell ◽

Michael L. Katz

Keyword(s):

Strategic Pricing ◽

Network Markets

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Discussion of ‘Strategic pricing by Big 4 audit firms in private client segments’

Accounting and Finance ◽

10.1111/acfi.12041 ◽

2013 ◽

Vol 53 (4) ◽

pp. 995-999 ◽

Cited By ~ 3

Author(s):

Elizabeth Carson

Keyword(s):

Strategic Pricing ◽

Big 4 ◽

Audit Firms

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Facts or gut feelings: analysis of external pricing antecedents for SMEs in Germany

Journal of Small Business and Enterprise Development ◽

10.1108/jsbed-12-2017-0398 ◽

2018 ◽

Vol 25 (6) ◽

pp. 886-901

Author(s):

Lars Hendrik Achterberg ◽

Maktoba Omar ◽

Ambisisis Ambituuni ◽

Oliver Roll

Keyword(s):

Information Acquisition ◽

Large Scale ◽

Positive Impact ◽

Small And Medium Enterprises ◽

Theory Development ◽

Knowledge Generation ◽

Content Type ◽

Strategic Pricing ◽

Gut Feelings ◽

Medium Enterprises

Purpose The purpose of this paper is to analyse the external antecedents of pricing information acquisition in an integrative manner. The study develops understanding of determinants of information acquisition as a crucial prerequisite of successful pricing strategies within German small and medium enterprises (SMEs). Design/methodology/approach A large scale survey of sampled 2,542 SMEs was conducted. A total of 220 questionnaires were completed, reflecting a response rate of 9 per cent. This was acceptable considering the sensitivity of pricing issues. A final sample of 173 usable questionnaires were obtained. Findings The result indicates that external antecedents of pricing information acquisition practices have a positive impact on SME pricing performance, and pricing performance is positively related to firm performance. Practical implications The study indicates that external antecedents of pricing information acquisition are strategic pricing capabilities, which should receive attention by SME managers. Originality/value This study bridges significant obstacle to knowledge generation and theory development of the important issues of pricing information acquisition in SMEs.

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