The Profit Impact of Price Fairness in Buyer-Seller Relationships

Homburg, Christian ; Allmann, Jan ; Totzek, Dirk

URL:	https://www.bwl.uni-mannheim.de/media/Einrichtunge...
Document Type:	Working paper
Year of publication:	2012
The title of a journal, publication series:	IMU Research Insights
Volume:	003
Place of publication:	Mannheim
Publishing house:	Institut für Marktorientierte Unternehmensführung, Universität Mannheim
Publication language:	English
Institution:	Business School > Business-to-Business Marketing, Sales & Pricing (Homburg 1998-) Außerfakultäre Einrichtungen > Institut für Marktorientierte Unternehmensführung (IMU)
Subject:	650 Management
Abstract:	Suppliers in B2B-markets should be aware of the fact that price fairness perceptions of their customers influence their profitability. Fair prices (distributive price fairness) and fair price-setting processes (procedural price fairness) generally have a positive impact on the profitability of suppliers in buyer-seller relationships. Fair behavior in personal price-related personal interactions (interactional price fairness) generally has a negative impact on the profitability of suppliers in buyer-seller relationships.

Dieser Eintrag ist Teil der Universitätsbibliographie.

BASE: Homburg, Christian ; Allmann, Jan ; Totzek, Dirk

Google Scholar: Homburg, Christian ; Allmann, Jan ; Totzek, Dirk

Hits per month over past year

You have found an error? Please let us know about your desired correction here: E-Mail

Show item