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This study aims to investigate how and why retailers and resellers in sample firms of the informal economy set prices and the performance implications for the firm’s pricing efforts.

The author generated their insights through an inductive qualitative study of four organizations operating within the informal economy in the Nigerian retailing sector.

The study found that some organizations within the informal economy set prices in different ways i.e. negotiated pricing and fixed pricing. The contracting criteria between the retailers and resellers determine the pricing strategy. Contractual terms based on relational ties between both facilitate negotiated price-setting, while contractual terms based on non-relational ties promote fixed pricing. The type of price-setting arrangement of the sampled retailer relates to the organization’s performance within its industry. Particularly, the study found that retailers that adopted negotiated pricing performed above the industry average for their product category. In contrast, the retailers that adopted fixed pricing performed below the industry average for their product category.

As far as the author knows, this is the first study to investigate pricing methods within the informal economy. This is also the first known study to investigate price-setting arrangements between retailers and resellers within the informal economy. Another unique contribution of this paper is that it is the first study that focuses on pricing interactions among business-to-business firms within the informal economy. The study contributes to the work on relational embeddedness, relational contracting and informal economies.

This article aims to address the relationship between price strategies and price‐setting practices. The first derive from a normative tradition in the pricing literature and the latter from a descriptive tradition. Price strategies are visible in the market, whereas price‐setting practices are hidden behind the boundaries of an organization.

The study deals with the relationship between price strategies and price‐setting practices that refer to the use of customer value, competition, and cost information. Hypotheses are tested on survey data on 95 small and medium‐sized manufacturing and service firms in The Netherlands.

The results show that price strategies and price‐setting practices are related because strategies are implemented through price‐setting practices. However, some firms do not pursue any of the strategies indicated by pricing theory, some firms engage in practices for no clear strategic reasons, and some firms insufficiently engage in appropriate practices to implement their strategic choices.

The results are limited to small companies. Researchers should examine why firms may not pursue any price strategy that is offered by pricing theory. They may also focus on organizational learning and pricing capabilities.

Managers need greater awareness about the price strategies they can use, should be cautious about a potential mismatch between price strategies and price‐setting practices, and should reassess whether their firms are capable of engaging in the appropriate practices.

Linking price strategies to price‐setting practices reduces conceptual confusion in the pricing literature and may help to specify the gap between pricing theory and practice.

While the gap between economic theory and companies’ practice, regarding to the pricing setting, has been extensively explored and explained, the new gap between the marketing normative view and companies’ practice needs further clarification. In this way, the paper aims to investigate whether marketing researchers’ claim that the use of cost-based price approach prevails over the use of value-based price approach is pertinent.

The paper is guided by the following research question: “Does price-setting based on cost plus margin go against the value-based price approach?” The answer to this question is grounded in reflections on results of previous research studies and in a case study conducted in an industrial company. Because of the qualitative focus of the present study, hypotheses are not established, but rather the following proposition: certain companies use the mechanics of cost plus margin in the sale price-setting process, but it does not necessarily mean that these companies set prices based on cost.

The arguments, propositions and the case study findings provide the logical sequence and the support required to conclude that price-setting based on cost plus margin does not always conflict with the value-based price approach. As a result, it may be claimed that the general proposition established is theoretically valid, i.e. using a price formula that contains the elements cost and margin does not necessarily mean that the company sets prices based on cost.

The key contribution of this paper is demonstrating that in certain business environments, such as, B2B, using the price formation mechanics based on cost plus margin is the way found by companies to enable the approach adopted. The approach may be cost-based or value-based price. This is the first study that explicitly reveals how B2B companies may set prices based on value while simultaneously preserving the simplicity of cost plus margin formulas. Researchers have significant misconceptions about these formulas: in previous studies, they classified all price-making companies as those adopting the cost-based price approach simply because they used formulas containing the element cost.

This study aims to provide a framework for assessing the technical condition of a house to determine its market value, including the identification of other price-setting factors and their statistical significance. Time on market (TOM) in relation to the technical condition of a house is also addressed.

The primary database contains 631 houses, and the initial asking price and selling price are examined. All the houses are located in the Brno–venkov district in the Czech Republic. Regression analysis was used to test the influence of price-setting factors. The standard ordinary least squares estimator and the maximum likelihood estimator were used in the frame of generalized linear models.

Using envelope components of houses separately, such as the façade condition, windows, roof, condition of interior and year of construction, brings better results than using a single factor for the technical condition. TOM was found to be 67 days lower for houses intended for demolition – as compared to new houses – and 18 days lower for houses to refurbishment.

To the best of the authors’ knowledge, this paper is original in the substitution of specific price-setting factors for factors relating to the technical condition of houses as well as in proposing the framework for professionals in the Czech Republic.

This paper aims at theoretical exploration of price and quantity setting behaviors of a monopolist encountering uncertain product demand within the mean‐risk frameworks. In the microeconomic literature, the relationships between price and quantity have been traditionally studied using the expected utility approach. This paper moves away from the traditional assumptions and compares various types of risk‐return approaches and explains why most of the monopoly firms follow pricing strategy instead of quantity setting strategy.

Price setting behavior and quantity setting behavior monopoly firms were examined with endogenous target value and comparative statics were used.

Comparison of various approaches reveals that risk‐averse customers might decrease purchases because of the price uncertainty or shift to other suppliers, which may explain why monopoly firms prefer their power over price setting rather than quantity setting.

The present study has introduced some testable propositions by comparing different behavioral models of price and quantity setting behaviors of a monopolist facing uncertain product demand.

This study contributes to understanding of firm's behavior in the face of uncertainty.

The conceptual nature of the paper makes the paper original in its contribution to the existing literature of the theory of firm.

This paper seeks to examine the influence of pricing orientation on the price‐setting process in industrial firms.

The authors designed a qualitative inquiry based on the principles of grounded theory with 44 managers in 15 industrial firms located across ten US states. These managers included CEOs, pricing and marketing professionals, and financial professionals working in three industries (automotive, building products and chemicals).

The study's results reflect similarities and differences in the experiences of managers in industrial firms using all three pricing orientations. It reveals stark contrasts by pricing orientation with respect to how firms organize for pricing, manage the pricing process, make product pricing decisions, manage the transition to more advanced pricing orientations, and develop internal capabilities to face uncertain and ambiguous decisions. The findings also uncover contrasting price‐setting processes by pricing orientation and the balanced used of scientific versus intuitive decision‐making processes.

Pricing is often a neglected element of the industrial marketing mix. This study offers a variety of organizational practices by pricing orientation. The results highlight how best‐in‐class companies that adopted modern pricing practices to derive product prices are organized and how they reach pricing decisions.

This study studies the commonly accepted pricing orientations and links them to organizational structure and decision‐making theory. This study contributes to bridging pricing and organizational theories.

The purpose of this research is to bring upfront some unconventional attributes of inflationary expectations of entrepreneurs. Firm-level attributes are instrumental in shaping the behavior of entrepreneurs, which affect the way in which they form their expectations regarding some key economic variables, like inflation. Inflationary expectations are considered important based on their significant role in affecting decisions taken by individuals, firms and policy makers. Among all economic segments, it is vital to account the inflationary expectations of entrepreneurs representing firms because their decisions critically define the future path of actual inflation and inflation inertia. This basic purpose of this paper is to offer a deterministic framework for these expectations contingent upon the firm-level attributes.

This paper provides survey-based evidence on inflationary expectations of entrepreneurs of the selected manufacturing, trading and service sector firms from Pakistan. Additionally, the study has focused on identifying some firm-level attributes, including market experience of the firm, scale of production, myopia in price setting behavior, forward and backward-looking behavior, rationality of the entrepreneur and the entrepreneur's relative firm-level experience as determinants of these expectations. The specified variables are constructed based on responses captured through a structured questionnaire.

Within an ordinal logistic framework, the study finds that the said attributes including market experience of the firm, scale of production, myopic tendency of entrepreneur in price setting, forward and backward-looking behavior, rationality of the entrepreneur and the entrepreneur's relative firm-level experience play a pivotal role in explaining differentials and heterogeneity in reported level of inflationary expectations.

The study brings upfront some unconventional attributes of inflationary expectations at entrepreneurial level. The work is unique in a sense that it provokes researchers to account behavioral and individualistic attributes within a deterministic framework for inflationary expectations.

This chapter utilizes the results of Deneckere ·& Kovenock (1988, 1989, 1992, 1996) on price setting games with capacity constraints and different unit costs up to capacity to analyze the effects of quotas and tariffs in a model in which a domestic market for a homogeneous product is supplied by a duopoly consisting of a domestic and a foreign firm. A model of the timing of price setting is constructed in which the existence of price leadership, as well as the identity of the leader, depends upon the vector of unit costs and capacities (k1, k2, c1, c2). With firm 1 the foreign firm and firm 2 the domestic firm, the levying of a tariff raises the foreign unit cost of production up to capacity to c1t = c1 + t, while the imposition of a ‘binding’ quota reduces capacity from k1 to k1q (the level of the quota). The effects of quotas and tariffs on the equilibrium in the game of timing are examined starting from an initial vector in which costs are identical, c1 = c2 = c. It is shown that, due to the endogeneity of price leadership, trade restrictions can have surprising effects. In addition to the traditional view that quotas hurt the foreign firm and help the domestic firm, and the results of Harris (1985) and Krishna (1989) that quotas may help both firms, we show that with endogenous timing a quota can make the domestic firm worse of and the foreign firm better off (by altering the identity of the price leader). However, a quota will always (weakly) increase price. In contrast, a tariff always (weakly) hurts the foreign firm and (weakly) helps the domestic firm but may, by affecting the leadership role, lower price. The question of the equivalence of quotas and tariffs is also examined. In contrast to the result of Deneckere & Kovenock (1989) for the simultaneous price setting game, we show that with the endogenous timing of price-setting there are certain initial conditions (k1, k2, c1, c2) for which the prices and quantities generated by a ‘binding’ quota can be duplicated by a tariff (and vice versa). It is possible, however, that a quota that reduces the foreign capacity slightly is equivalent only to a very severe tariff. We conclude by showing how the model allows for simple welfare comparisons in environments in which protection is likely.

A number of earlier studies have examined whether extensive labour market programmes (ALMPs) contribute to upward wage pressure in the Swedish economy. Most studies on aggregate data have concluded that they actually do. In this paper we look at this issue using more recent data to check whether the extreme conditions in the Swedish labour market in the 1990s and the concomitant high levels of ALMP participation have brought about a change in the previously observed patterns. We also look at the issue using three different estimation methods to check the robustness of the results. Our main finding is that, according to most estimates, ALMPs do not seem to contribute significantly to an increased wage pressure.

This paper examines the price setting behaviour over time and space in the Athens residential market. In periods of house price inflation asking prices are often based upon the last observed highest selling price achieved for a similar property in the same micro-location. However, in a falling market, prices may be rigid downwards and less sensitive to the most recent transaction prices, weakening spatial effects. Furthermore, the paper considers whether future price expectations affect price setting behaviour.

The paper employs a dataset of approximately 24,500 property values from 2007 until 2014 in Athens incorporating characteristics and locational variables. The authors begin by estimating a baseline hedonic price model using property characteristics, neighbourhood amenities and location effects. Following this, a spatio-temporal autoregressive (STAR) model is estimated. Running separate models, the authors account for spatial dependence from historic valuations, contemporaneous peer effects and expectations effects.

The initial STAR model shows significant spatial and temporal effects, the former remaining important in a falling market contrasting with previous literature findings. In the second STAR model, whilst past sales effects remain significant although smaller, contemporaneous and price expectations effects are also found to be significant, the latter capturing anchoring and slow adjustment heuristics in price setting behaviour.

As valuations used in the database are based upon comparable sales, then in the recessionary periods covered in the dataset, finding comparables may have become more difficult, and hence this, in turn, may have impacted on valuation accuracy.

In addition to past effects, contemporaneous transactions and expected future values need to be taken in consideration in analysing spatial interactions in housing markets. These factors will influence housing markets in different cities and countries.

The information content of property valuations should more carefully consider the relative importance of different components of asking prices.

This is the first paper to use transactions data over a period of falling house prices in Athens and to consider current and future values in addition to past values in a spatio-temporal context.