Batsakis, G., Theoharakis, V. orcid.org/0000-0001-7310-4239, Azar, G. et al. (2 more authors) (2019) The contingent effect of product relatedness on B2B firms’ pricing strategy. Evidence from India. Industrial Marketing Management, 83. pp. 266-274. ISSN 0019-8501
Abstract
This paper empirically examines the contingent effect of product-related diversification on B2B firms' pricing strategy. Drawing our arguments from the recent advances in corporate strategy (i.e., resource-based view of the firm and product diversification strategy) and industrial marketing literatures, we argue that product-related diversifiers are more capable in adopting a high rather than a low pricing strategy. We also contend that this relationship will be positively moderated by a number of firm-specific factors, namely a firm's ability to establish high barriers to entry in its focal industry, as well as its strategic decision to invest in promotion strategy. We test our hypotheses against primary data collected from India. The data consists of a cross section from 127 domestic firms and subsidiaries of foreign MNEs operating in the chemicals / pharmaceuticals and the electronics industry. The results provide support for all the aforementioned hypotheses.
Metadata
Item Type: | Article |
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Authors/Creators: |
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Copyright, Publisher and Additional Information: | © 2019 Elsevier. This is an author produced version of a paper subsequently published in Industrial Marketing Management. Uploaded in accordance with the publisher's self-archiving policy. Article available under the terms of the CC-BY-NC-ND licence (https://creativecommons.org/licenses/by-nc-nd/4.0/). |
Keywords: | Pricing strategy; Resource-based view; Corporate-level strategy; Product-related diversification; Promotion strategy; India |
Dates: |
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Institution: | The University of Sheffield |
Academic Units: | The University of Sheffield > Faculty of Social Sciences (Sheffield) > Management School (Sheffield) |
Depositing User: | Symplectic Sheffield |
Date Deposited: | 18 Apr 2019 10:50 |
Last Modified: | 23 Nov 2021 15:13 |
Status: | Published |
Publisher: | Elsevier |
Refereed: | Yes |
Identification Number: | 10.1016/j.indmarman.2019.04.012 |
Open Archives Initiative ID (OAI ID): | oai:eprints.whiterose.ac.uk:145183 |