TY  - CHAP
AB  - Abstract In this study, we examine the influence of different components of dynamic capabilities on value-based pricing and export performance. We develop a research model investigating the three component factors of dynamic capabilities, that is, adaptive capability, absorptive capability, and innovative capability, and their respective influence on value-based pricing and export performance. Furthermore, we hypothesize a relationship between value-based pricing and export performance. Building upon a sample of 172 Austrian CEOs and marketing managers, we test our hypotheses through structural equation modeling using partial least squares. The results reveal that a firm’s adaptive capability and innovative capability both positively influence value-based pricing. Furthermore, our results show that adaptive capability has a positive influence on export performance. The relationship between value-based pricing and export performance could not be supported. Hence, we conclude that a firm’s adaptive capability plays a central role in international pricing and leads to enhanced export performance.
VL  - 25
SN  - 978-1-78441-448-1, 978-1-78441-447-4/1474-7979
DO  - 10.1108/S1474-797920140000025005
UR  - https://doi.org/10.1108/S1474-797920140000025005
AU  - Hofer Katharina Maria
AU  - Niehoff Lisa Maria
AU  - Wuehrer Gerhard A.
PY  - 2015
Y1  - 2015/01/01
TI  - The Effects of Dynamic Capabilities on Value-Based Pricing and Export Performance
T2  - Entrepreneurship in International Marketing
T3  - Advances in International Marketing
PB  - Emerald Group Publishing Limited
SP  - 109
EP  - 127
Y2  - 2024/04/16
ER  -