Abstract
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 language | English |
|---|---|
| Pages (from-to) | 886-901 |
| Journal | Journal of Small Business and Enterprise Development |
| Volume | 25 |
| Issue number | 6 |
| DOIs | |
| Publication status | Published - 19 Nov 2018 |
Keywords
- External pricing antecedents
- Pricing information
- Pricing performance
- SMEs
ASJC Scopus subject areas
- Business, Management and Accounting (miscellaneous)
- Strategy and Management
