Market Feedback, Cost System Choice and Competitive Pricing: The Advantage of Not Being a Leader

Topics:
Competitive Pricing
Tags:
Competitive Pricing,
Vlerick Leuven Gent Management School,
Pricing Strategy,
Pricing,
Performance Management,
Marketing Research,
Marketing,
Managerial Accounting,
Leader,
Human Resources,
...
Source:
Vlerick Leuven Gent Management School

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Overview: This study experimentally investigates the value of cost report accuracy in an interactive pricing context. Market agents received feedback about their own profits via either a volume-based costing or a more accurate activity-based costing report. This also received a typical market report containing the performance of their rivals. While prior work suggested that market discipline and learning from salient competitors can overcome performance decrements due to inaccurate costing, our results imply that the corrective nature of market feedback depends on the decision maker's role in the competitive play.

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Format: PDF | Size: 101KB | Date: Jun 2004 | Pages: 33

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