Industrial Pricing: Theory and Managerial Practice

Published Online:https://doi.org/10.1287/mksc.18.3.435

References

  • Abernathy William J. , Wayne Kenneth . The limits of the learning curve. Harvard Bus. Rev. (1974) 52 Sept./Oct. 109 119 Google Scholar
  • Abratt Russell , Pitt Leyland F. Pricing practices in two industries. Indust. Marketing Management (1985) 14 301 306 CrossrefGoogle Scholar
  • Alberts William W. The experience curve doctrine reconsidered. J. Marketing (1989) 53 July 36 49 CrossrefGoogle Scholar
  • Amit Raphael . Cost leadership strategy and experience curves. Strategic Management J. (1986) 7 281 292 CrossrefGoogle Scholar
  • Bonoma Thomas V. , Crittenden Victoria L. , Dolan Robert J. , Devinney Timothy M. Can we have rigor and relevance in pricing research? Issues in Pricing: Theory and Research (1988) (Lexington Books, Lexington, MA) 337 359 Google Scholar
  • Boston Consulting Group Perspectives on Experience (1972) (Boston Consulting Group, Boston, MA) Google Scholar
  • Buzzell R. D. , Gale B. T. The PIMS Principles (1986) (The Free Press, New York) Google Scholar
  • Coe Barbara J. Perceptions of the role of pricing in the 1980's among industrial marketers. Proc. Summer Educators' Conf. (1983) American Marketing Association Chicago, IL 235 240 Google Scholar
  • Coe Barbara J. Shifts in industrial pricing objectives. Proc. Summer Educators' Conf. (1988) American Marketing Association Chicago, IL 9 14 Google Scholar
  • Coe Barbara J. Strategy in retreat: Pricing drops out. J. Bus. Indust. Marketing (1990) 5 1, Winter/Spring 5 25 CrossrefGoogle Scholar
  • Day George S. , Nedungadi Prakash . Managerial representations of competitive advantage. J. Marketing (1994) 58 April 31 44 CrossrefGoogle Scholar
  • Dean J. Pricing policies for new products. Harvard Bus. Rev. (1950) 28 45 55 Google Scholar
  • Dean J. , Baker M. J. The pricing decision: Key issues and directions for future research. Marketing Theory and Practice (1994) 3rd ed. (Macmillian Publishing Company, New York) Google Scholar
  • Diamantopoulos Adamantios , Baker M. J. Pricing: Theory and evidence—A literature review. Perspectives on Marketing Management (1991) (John Wiley & Sons Ltd, Chichester, England) Google Scholar
  • Diamantopoulos Adamantios , Mathews Brian P. The specification of pricing objectives: Empirical evidence from an oligopoly firm. Managerial and Decision Econom. (1994) 15 73 85 CrossrefGoogle Scholar
  • Dolan Robert J. , Simon H. Power Pricing: How Managing Price Transforms the Bottom Line (1996) (Simon and Schuster, New York) Google Scholar
  • Forbis John L. , Mehta Nitin T. Value-based strategies for industrial products. Bus. Horizons (1981) 24 3 32 42 CrossrefGoogle Scholar
  • Ghemawat Pankaj . Building strategy on the experience curve. Harvard Bus. Rev. (1985) 143 . March–April Google Scholar
  • Gibson Richard . Discount menu is coming to McDonald's as chain tries to win back customers. The Wall Street Journal (1990) . Nov. 30 B1 Google Scholar
  • Greer Douglas F. Industrial Organization and Public Policy (1984) 2nd ed. (MacMillan, New York) Google Scholar
  • Guiltinan Joseph P. The price bundling of services: A normative framework. J. Marketing (1987) 51 2 74 85 CrossrefGoogle Scholar
  • Guiltinan Joseph P. , Paul Gordon W. , Madden Thomas J. Marketing Management: Strategies and Programs (1997) 6th ed. (McGraw-Hill, New York) Google Scholar
  • Hall R. , Hitch C. Price theory and business behavior. Oxford Econom. Papers (1939) 2 Google Scholar
  • Harrison R. , Wilkes F. M. Cost-plus pricing: Constraints and opportunities. (1975) . Working paper no. 22, University of Aston Management Centre, L., UK Google Scholar
  • Jain Subash C. Marketing Planning and Strategy (1993) (South-Western, Cincinnati, OH) Google Scholar
  • Jobber David , Hooley Graham . Pricing behaviour in UK manufacturing and service industries. Managerial and Decision Econom. (1987) 8 167 71 CrossrefGoogle Scholar
  • Kaplan Abraham D. , Dirlam Joel B. , Lanzillotti Robert F. Pricing in Big Business: A Case Approach (1958) (Brookings Institution, Washington, D.C.) Google Scholar
  • Kiechel Walter . The decline of the experience curve. Fortune (1981) 140 . October 5 Google Scholar
  • Kotler Phillip . Marketing Management: Analysis Planning and Control (1997) 9th ed. (Prentice-Hall, Englewood Cliffs, NJ) Google Scholar
  • Lilien Gary L. , Kotler Philip . Marketing Decision Making: A Model Building Approach (1983) (Harper and Row, New York) Google Scholar
  • Lilien Gary L. , Kotler Philip , Sridhar Moorthy K. Marketing Models (1992) (Prentice Hall, Englewood Cliffs, NJ) Google Scholar
  • McDonald John F. , Moffitt Robert A. The uses of tobit analysis. Rev. Econom. Statist. (1980) 62 318 321 CrossrefGoogle Scholar
  • Mercer David . Marketing (1992) (Blackwell Business, Cambridge, MA) Google Scholar
  • Monroe Kent B. Pricing: Making Profitable Decisions (1990) (McGraw-Hill, New York) Google Scholar
  • Morris Michael H. , Pitt Leyland F. Do strategy frameworks apply in the United States and abroad? Indust. Marketing Management (1993) 22 215 221 CrossrefGoogle Scholar
  • Morris Michael H. , Calantone Roger J. Four components of effective pricing. Indust. Marketing Management (1990) 19 321 329 CrossrefGoogle Scholar
  • Nagle Thomas , Holden Reed K. The Strategy and Tactics of Pricing (1995) 2nd ed. (Prentice Hall, Englewood Cliffs, NJ) Google Scholar
  • Noble P. M. The pricing process: The choice of pricing objectives by industrial firms. Proc. 1997 AMA Summer Educators' Conf. (1997) (AMA, Chicago, IL) Google Scholar
  • Oxenfeldt Alfred R. Pricing Strategies (1975) (AMACOM, New York) Google Scholar
  • Rigdon Joan E. Fast-food chains, in hungrier times, concoct menus to lure penny pinchers. The Wall Street Journal (1990) . Nov. 7 B1 Google Scholar
  • Roncek Dennis W. Learning more from tobit coefficients: Extending a comparative analysis of political protest. Amer. Sociological Rev. (1992) 57 503 507 CrossrefGoogle Scholar
  • Samiee Saeed . Pricing in marketing strategies of U.S. and foreign-based companies. J. Bus. Res. (1987) 15 17 30 CrossrefGoogle Scholar
  • Schoell William F. , Guiltinan Joseph P. Marketing: Contemporary Concepts and Practices, 6th. (1995) (Allyn and Bacon, Boston, MA) Google Scholar
  • Shapiro B. Deere & company: Industrial equipment operations, Case 577–112. (1977) (Harvard Business School, Boston, MA) Google Scholar
  • Shipley David D. Pricing objectives in British manufacturing industry. J. Indust. Econom. (1981) 29 4 429 443 CrossrefGoogle Scholar
  • Simon Hermann . Price Management (1989) (Elsevier Science Publishers, Amsterdam) Google Scholar
  • Tellis Gerard J. Beyond the many faces of pricing. J. Marketing (1986) 50 October 146 160 CrossrefGoogle Scholar
  • Thaler Richard . Mental accounting and consumer choice. Marketing Sci. (1985) 4 199 214 LinkGoogle Scholar
  • Tobin J. Estimation of relationships for limited dependent variables. Econometrica (1958) 26 24 36 CrossrefGoogle Scholar
  • Udell Jon G. Successful Marketing Strategies (1972) (Mimir Publishers, Madison, WI) Google Scholar
INFORMS site uses cookies to store information on your computer. Some are essential to make our site work; Others help us improve the user experience. By using this site, you consent to the placement of these cookies. Please read our Privacy Statement to learn more.