IDEAS home Printed from https://ideas.repec.org/a/ids/ijrevm/v4y2010i1p69-91.html
   My bibliography  Save this article

An exploratory study of factors associated with customer perceptions of paying above and below market prices

Author

Listed:
  • Robert C. Fink
  • Kenneth J. Hatten
  • William L. James

Abstract

This paper studies the relationships between customer and supplier exchange benefits, relational marketing, customer size, environmental uncertainty, competition and industrial customer perceptions of when they are paying above or below market prices for their supplier product. The results indicate that customers perceive they are paying above average market prices in situations characterised by lower levels of customer exchange benefits, reduced supplier resource allocations, transactional relationships, high environmental uncertainty and elevated levels of competition. These results offer marketing managers with insights into factors associated with enhanced revenue through above market prices and factors associated with revenue reductions through below market prices.

Suggested Citation

  • Robert C. Fink & Kenneth J. Hatten & William L. James, 2010. "An exploratory study of factors associated with customer perceptions of paying above and below market prices," International Journal of Revenue Management, Inderscience Enterprises Ltd, vol. 4(1), pages 69-91.
  • Handle: RePEc:ids:ijrevm:v:4:y:2010:i:1:p:69-91
    as

    Download full text from publisher

    File URL: http://www.inderscience.com/link.php?id=30031
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Dimitrios M. Emiris & Charis A. Marentakis, 2012. "Enhancement of revenue management strategies through location-aware m-auctions for logistics services," International Journal of Revenue Management, Inderscience Enterprises Ltd, vol. 6(1/2), pages 102-126.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ids:ijrevm:v:4:y:2010:i:1:p:69-91. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sarah Parker (email available below). General contact details of provider: http://www.inderscience.com/browse/index.php?journalID=99 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.