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Chinese negotiation practice: a perspective from New Zealand exporters

Stark, Anna; Fam, Kim‐Shyan; Waller, David S.; Tian, … - In: Cross Cultural Management: An International Journal 12 (2005) 3, pp. 85-102

Negotiation is crucial to business alliances, but this process can become more complicated if there are language barriers and differences in cultural values, customs, and lifestyles, such as Western businesses negotiating in the People’s Republic of China (PRC). Previous studies have presented...

Persistent link: https://www.econbiz.de/10014692533

Negotiating with modern Chinese professionals

G. Mujtaba, Bahaudin - In: Journal of Technology Management in China 8 (2013) 3, pp. 190-202

business professionals. The paper emphasizes face-to-face interaction more so than internet negotiations since relationship … before making any major deals. As such, traditional means of negotiations are preferred. Also, it should be noted that … local norms prior to undertaking any major negotiations. It is best to negotiate through face-to-face format with one …

Persistent link: https://www.econbiz.de/10014908256

Biased attributions of a price increase: effects of culture and gender

Maxwell, Sarah - In: Journal of Consumer Marketing 16 (1999) 1, pp. 9-23

In developing pricing strategies for the global marketplace, sellers have to consider the differences in how their consumers process information on prices. One potential difference is in attributions: whether the consumer blames the seller for a negative outcome such as a price increase. Prior...

Persistent link: https://www.econbiz.de/10014849227

Price Filtering: Restricting Price Deals to those Least Likely to Buy Without Them

Kamen, Joseph - In: Journal of Consumer Marketing 6 (1989) 3, pp. 37-43

Discusses methods of tailoring prices to buyers who differ in their willingness to pay while maintaining a semblance of fairness and uniformity – filtered pricing. Considers microeconomic theory, geographic discrimination, filtering methods such as couponing, skimming, quality and features,...

Persistent link: https://www.econbiz.de/10014849454

Differential pricing of industrial services: the case of inventory financing

Holdren, Don P.; Hollingshead, Craig A. - In: Journal of Business & Industrial Marketing 14 (1999) 1, pp. 7-16

Integrates inventory control issues with corporate financial management and commercial lending practices. The first part of the paper considers inventory management techniques used by inventory holding businesses, then explains how inventory segmentation techniques may be used by financial...

Persistent link: https://www.econbiz.de/10014843359

Strategy in retreat; pricing drops out

Coe, Barbara J. - In: Journal of Business & Industrial Marketing 5 (1990) 1, pp. 5-25

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 an...

Persistent link: https://www.econbiz.de/10014843461

Ten Timeless Truths about Pricing

MaGrath, Allan J. - In: Journal of Business & Industrial Marketing 6 (1991) 3/4, pp. 15-23

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. Concludes...

Persistent link: https://www.econbiz.de/10014843478

The adoption of strategic pricing by industrial service firms

Indounas, Kostis - In: Journal of Business & Industrial Marketing 30 (2015) 5, pp. 521-535

Purpose – The purpose of this paper is to measure the extent to which selected contextual variables have an impact on the adoption of strategic pricing by industrial service firms, and determine the effect of the adoption of strategic pricing on company performance. Design/methodology/approach...

Persistent link: https://www.econbiz.de/10014843738

Applying international reference price ‐ Market structure, information seeking and consumer welfare

Lowengart, Oded; Mizrahi, Shlomo - In: International Marketing Review 17 (2000) 6, pp. 525-538

Examines the conditions and different structural settings in which a retailer is likely to apply an international reference price strategy to an imported product. We define the term “international reference price” as an external reference price that reflects the product’s price in...

Persistent link: https://www.econbiz.de/10014827180

Optimal strategies for manufacturer with strategic customer behavior under carbon emissions-sensitive random demand

Jiang, Wen; Chen, Xu - In: Industrial Management & Data Systems 116 (2016) 4, pp. 759-776

Purpose – The purpose of this paper is to investigate the manufacturer’s production, pricing and green technology investment decision problem when strategic customer behavior and carbon emissions-sensitive random demand is taken into consideration and discuss the impact of carbon...

Persistent link: https://www.econbiz.de/10014825978

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