The Profit Impact of Price Fairness in Buyer-Seller Relationships

Homburg, Christian ; Allmann, Jan ; Totzek, Dirk

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.

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