CEO championing of pricing, pricing capabilities and firm performance in industrial firms

被引：39

作者：

Liozu, Stephan M. ^{[1
]}

Hinterhuber, Andreas ^{[2
]}

机构：

[1] Case Western Reserve Univ, Cleveland, OH 44106 USA

[2] Hinterhuber & Partners & USI Lugano, Innsbruck, Austria

来源：

INDUSTRIAL MARKETING MANAGEMENT | 2013年 / 42卷 / 04期

关键词：

CEO; Champions; B2B pricing; Firm performance; Pricing capabilities; RESOURCE-BASED VIEW; MARKETING CAPABILITIES; ORGANIZATIONAL PERFORMANCE; COMPETITIVE ADVANTAGE; CONCEPTUAL-FRAMEWORK; LEADERSHIP; FUTURE; MINDFULNESS; ANTECEDENTS; ORIENTATION;

D O I：

10.1016/j.indmarman.2012.09.003

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

CEOs uniquely shape activities within the firm. Among potential activities, pricing is unique: pricing has a direct and substantial effect on firm performance. In what may be the first quantitative study in industrial marketing polling exclusively CEOs globally we examine to which degree CEO championing of pricing influences pricing capabilities and firm performance. Our sample consists of 358 CEOs of industrial firms. Our results suggest that the level of championing of pricing by the CEO positively influences decision-making rationality, pricing capabilities, and collective mindfulness thereby leading to a significantly higher firm performance. This study also documents a relationship between decision making rationality and pricing capabilities (but not firm performance) thus suggesting that intuition in pricing decisions could drive firm performance. (C) 2012 Elsevier Inc. All rights reserved.

引用

页码：633 / 643

页数：11

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