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: Inst. für Marktorientierte Unternehmensführung, Univ. Mannheim
Publication language: English
Institution: Business School > ABWL u. Marketing I (Homburg)
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.




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Homburg, Christian ; Allmann, Jan ; Totzek, Dirk (2012) The Profit Impact of Price Fairness in Buyer-Seller Relationships. IMU Research Insights Mannheim 003 [Working paper]


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