Facts or gut feelings: Analysis of external pricing antecedents for SMEs in Germany

Lars Hendrik Achterberg, Maktoba Omar, Ambisisis Ambituuni, Oliver Roll

Research output: Contribution to journalArticle

1 Citation (Scopus)
71 Downloads (Pure)


Purpose: The purpose of this paper is to analyse the external antecedents of pricing information acquisition in an integrative manner. The study develops understanding of determinants of information acquisition as a crucial prerequisite of successful pricing strategies within German small and medium enterprises (SMEs). 

Design/methodology/approach: A large scale survey of sampled 2,542 SMEs was conducted. A total of 220 questionnaires were completed, reflecting a response rate of 9 per cent. This was acceptable considering the sensitivity of pricing issues. A final sample of 173 usable questionnaires were obtained. 

Findings: The result indicates that external antecedents of pricing information acquisition practices have a positive impact on SME pricing performance, and pricing performance is positively related to firm performance. Practical implications: The study indicates that external antecedents of pricing information acquisition are strategic pricing capabilities, which should receive attention by SME managers. 

Originality/value: This study bridges significant obstacle to knowledge generation and theory development of the important issues of pricing information acquisition in SMEs.

Original languageEnglish
Pages (from-to)886-901
JournalJournal of Small Business and Enterprise Development
Issue number6
Publication statusPublished - 2018



  • External pricing antecedents
  • Pricing information
  • Pricing performance
  • SMEs

ASJC Scopus subject areas

  • Business, Management and Accounting (miscellaneous)
  • Strategy and Management

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