...Piyush Ranjan Purpose The purpose of this study is to develop a moderated moderation model investigating the contingent effects of two managerial ties, namely, political ties ( PT ) and business ties ( BT ), on the relationship between pricing capability ( PC ) and new product performance ( NPP...

... 2024 25 12 2024 09 02 2025 27 04 2025 24 05 2025 © 2025 Emerald Publishing Limited 2025 Emerald Publishing Limited Licensed re-use rights only Channel conflict B2B Pricing Promotion Sales Retailing Relationship Channel conflict is common in competitive...

...Yong Liu; Chang-Xue Lin; Gang Zhao Purpose The paper attempts to discuss the optimal pricing decisions under the decentralized and centralized decision and analyze the influence of online reviews and in-sale service on dual-channel supply chain. Finally, the authors design a two-part tariff...

...Mengwan Li; Miyuan Shan Purpose This paper aims to explore product pricing and green promotion effort policies and further analyzes the influences of financing interest rate, green promotion effort and free-riding behavior on the optimal strategies. Design/methodology/approach Research...

... the retailer’s fairness concern and the manufacturer neglects the retailer’s fairness concern. Then, an extended model is proposed. We mainly investigate the following problems: What are the impacts of a retailer’s fairness concern, the cost of CER and GME investments on optimal prices, CER levels, GME...

... decisions. Here, the manufacturer is the Stackelberg leader, while the retailer is the follower. Using the backward induction approach, the authors determined the optimal values for selling price, wholesale price and service effort level. Findings The results show that the total TSBO retailing profit...

...Angel López-Jáuregui; Mercedes Martos-Partal; José María Labeaga Purpose Combining a conceptual framework with empirical evidence, this study aims to offer insights into why small and medium-sized enterprises (SMEs) in the business-to-business beauty sector switch suppliers, due to pricing...

...Kostis Indounas The above findings indicate that the managers responsible for setting prices for new B2B products should follow a “situation-specific approach” and be guided by the unique characteristics of their internal and external environment. Its contribution lies on the fact...

...Juliana Ventura Amaral; Reinaldo Guerreiro Purpose Empirical studies have found that cost-based pricing remains dominant in pricing practice and suggest that practice conflicts with marketing theory, which recommends value-based prices. However, empirical studies have yet to examine whether cost...

...Kostis Indounas Purpose The purpose of this paper is to investigate the pricing objectives that business-to-business (B2B) service companies pursue to set their prices and to examine the impact of market structure on these objectives. Design/methodology/approach To achieve the research...

...Reinaldo Guerreiro; Juliana Ventura Amaral While the gap between economic theory and companies’ practice, regarding to the pricing setting, has been extensively explored and explained, the new gap between the marketing normative view and companies’ practice needs further clarification...

...Kostis Indounas; George Avlonitis Purpose The purpose of this paper is to investigate the conditions that led to the adoption of the three new industrial service‐pricing strategies, namely skimming pricing (i.e. a high initial price), penetration pricing (i.e. a low initial price), and pricing...

...Kostis Indounas Purpose The purpose of this paper is to provide insight into the way industrial service firms price the services they render in the market, with particular emphasis on the pricing practices of pricing‐competent firms. Design/methodology/approach In order to achieve the study's...

...Kostis Indounas Purpose The purpose of this paper is to investigate the relationship between pricing and ethics in two industrial service contexts. In particular the pricing practices that lead to non‐ethical pricing behavior along with the factors that could reduce such a behavior are examined...

... and facility‐level costs. Describes how recognition that cost may vary with something other than volume can make ABC a powerful tool for industrial marketers in three ways: yielding cost estimates to use in pricing that reflect significant differences among product specifications; providing the industrial...

...Michael Morris; Corine van Erkom Schurink Assesses the extent to which environmental turbulence is affecting the pricing behavior of industrial marketers. Introduces a conceptual model, based on a review of the available literature, in which pricing behavior is the result of changing dynamics...

...Allan J. MaGrath Discusses ten principles applicable to pricing. Includes revenue‐generating, market share and cost strategies. Notes that astute pricing requires design of a second price discount schedule and pricing plans should not be overly complex or out of sync with efficient shipping units...

...Barbara J. Coe Examines the shift in priorities of US industrial firms from those of securing market share by means of product innovation and aggressive pricing strategy to that of the achievement of short‐term objectives such as the satisfaction of financial markets and shareholders. Describes...