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| Author: | Myers, M. B. Harvey, M. |
| Title: | The Value of Pricing Control in Export Channels: A Governance Perspective |
| Journal: | Journal of International Marketing
2001 : VOL. 9:4, p. 1-29 |
| Index terms: | DISTRIBUTION DISTRIBUTION CHANNELS PRICING PRICE CONTROL GOVERNMENT |
| Language: | eng |
| Abstract: | In this article, the authors expand traditional channel control models to investigate the value of absorbing pricing decisions within an exporter's decision-making domain. From a governance perspective, pricing control is considered a structured continuum driven by factors both internal and external to the firm. More specifically, the authors investigate the organizational and environmental influences driving pricing control decisions and the impact of pricing control on both the economic and strategic performance of the firm. Using linear and moderated regression analysis, the authors find that both the strategic perspectives and the organizational characteristics of exporters significantly influence pricing control, yet in ways counterintuitive to traditional thinking. |
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