Pricing strategies and levels and their impact on corporate profitability
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| Natura: | Artículo científico |
| Lingua: | en |
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Universidade de São Paulo
2017
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| _version_ | 1876460156606218240 |
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| author | Deonir De Toni |
| author_facet | Deonir De Toni |
| contents | Pricing strategies and levels and their impact on corporate profitability Deonir De Toni Gabriel Sperandio Milan Evandro Busata Saciloto Fabiano Larentis Administración y Contabilidad Prices Pricing Pricing policy Price strategies Business performance Price policy definition is one of the most important decisions in management as it affects corporate profitability and market competitiveness. Despitethe importance that prices take in organizations, it appears that this element has not received proper attention by many academics and marketerssince it represents, according to estimates, less than 2% of the papers on leading journals in the field. Thus, the aim of this study was to propose andtest a theoretical model showing the impacts of pricing policy on corporate profitability. To this end, 150 companies in the metal-mechanic sectorsituated in the Northeast of Rio Grande do Sul State, Brazil were studied, integrating customer value-based pricing strategies, competition-basedpricing strategies and cost-based pricing strategies with price levels (high and low) and performance with respect to profitability. The results indicatethat the profitability of the surveyed companies is positively affected by value-based pricing strategy and high price levels while it is negativelyaffected by low price levels. Such findings indicate that pricing policies influence the profitability of organizations and therefore, a more strategiclook at the pricing process may constitute one aspect that cannot be overlooked by managers. 2017 artículo científico 0080-2107 https://www.redalyc.org/articulo.oa?id=223450454002 en http://www.redalyc.org/revista.oa?id=2234 Revista de Administração - RAUSP application/pdf Universidade de São Paulo Revista de Administração - RAUSP (Brasil) Num.2 Vol.52 |
| format | Artículo científico |
| id | redalyc_223450454002 |
| institution | Redalyc |
| language | en |
| publishDate | 2017 |
| publisher | Universidade de São Paulo |
| spellingShingle | Pricing strategies and levels and their impact on corporate profitability Deonir De Toni Administración y Contabilidad Prices Pricing Pricing policy Price strategies Business performance Pricing strategies and levels and their impact on corporate profitability Deonir De Toni Gabriel Sperandio Milan Evandro Busata Saciloto Fabiano Larentis Administración y Contabilidad Prices Pricing Pricing policy Price strategies Business performance Price policy definition is one of the most important decisions in management as it affects corporate profitability and market competitiveness. Despitethe importance that prices take in organizations, it appears that this element has not received proper attention by many academics and marketerssince it represents, according to estimates, less than 2% of the papers on leading journals in the field. Thus, the aim of this study was to propose andtest a theoretical model showing the impacts of pricing policy on corporate profitability. To this end, 150 companies in the metal-mechanic sectorsituated in the Northeast of Rio Grande do Sul State, Brazil were studied, integrating customer value-based pricing strategies, competition-basedpricing strategies and cost-based pricing strategies with price levels (high and low) and performance with respect to profitability. The results indicatethat the profitability of the surveyed companies is positively affected by value-based pricing strategy and high price levels while it is negativelyaffected by low price levels. Such findings indicate that pricing policies influence the profitability of organizations and therefore, a more strategiclook at the pricing process may constitute one aspect that cannot be overlooked by managers. 2017 artículo científico 0080-2107 https://www.redalyc.org/articulo.oa?id=223450454002 en http://www.redalyc.org/revista.oa?id=2234 Revista de Administração - RAUSP application/pdf Universidade de São Paulo Revista de Administração - RAUSP (Brasil) Num.2 Vol.52 |
| title | Pricing strategies and levels and their impact on corporate profitability |
| topic | Administración y Contabilidad Prices Pricing Pricing policy Price strategies Business performance |
| url | https://www.redalyc.org/articulo.oa?id=223450454002 |