Prices vs. Quantities and Delegating Price Authority to a Monopolist

1990 ◽  
Vol 57 (3) ◽  
pp. 521 ◽  
Author(s):  
Paul Chen
Keyword(s):  
Price Authority

scholarly journals Price Authority under Competing Organizations

2021 ◽  
Author(s):  
Enrique Andreu ◽  
Damien J Neven ◽  
Salvatore Piccolo ◽  
Roberto Venturini
Keyword(s):  
Price Authority

scholarly journals To Delegate Or Not To Delegate? That Is The Question Of Pricing Authority

2011 ◽  
Vol 4 (2) ◽  
Author(s):  
Ulku Yuksel ◽  
Catherine Sutton-Brady
Keyword(s):  
Firm Performance ◽  
Empirical Research ◽  
Sales Force ◽  
Point Of View ◽  
Font Size ◽  
Sales Personnel ◽  
Force Perception ◽  
Research Outcomes ◽  
Institutional Marketing ◽  
Price Authority

<p class="MsoNormal" style="text-align: justify; margin: 0in 0.6in 0pt 0.5in;"><span style="font-size: 10pt;" lang="EN-AU"><span style="font-family: Times New Roman;">The burning issue of delegating pricing authority to the sales force is of interest to marketing academics as well as practitioners in a wide variety of consumer, industrial and institutional marketing situations. There are many studies which examine the decision to delegate ultimate pricing authority (PA) to the sales force. Additionally the marketing literature encompasses many theoretical rationales for giving sales personnel authority to set prices. Conversely there are also empirical research outcomes that debate the opposite scenario, asserting that giving salespeople the highest degree of pricing authority engendered the lowest sales and profit results. It is difficult to find any study which has investigated or explored this issue from the salesperson&rsquo;s point of view. In this study, we examine the perception of the sales force on the price authority they have been given. Supported by the sales motivation theory, we, specifically, examine the sales force perception of the decentralized (delegated) price authority to them and perceived firm performance.</span></span></p>

On Delegating Price Authority to a Regulated Firm

1984 ◽  
Vol 15 (1) ◽  
pp. 108 ◽  
Author(s):  
Michael H. Riordan
Keyword(s):  
Regulated Firm ◽  
Price Authority

Price, Authority, and Trust: From Ideal Types to Plural Forms

1989 ◽  
Vol 15 (1) ◽  
pp. 97-118 ◽  
Author(s):  
Jeffrey L. Bradach ◽  
Robert G. Eccles
Keyword(s):  
Ideal Types ◽  
Price Authority
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