Abstract
It is generally believed that business-to-business marketing strategies are more uniform worldwide than those in consumer markets, because the buying firms focus more on issues such as product performance and profits. If this is so, a strategy model validated in one industrial market should apply reasonably well in another. This study compares pricing strategies of industrial firms in two market economies, the U.S. and Singapore. A pricing strategy model validated in the U.S. was tested in Singapore to determine whether internal and external conditions incorporated in the model could adequately explain differences in strategy choices between the markets.
Similar content being viewed by others
REFERENCES
Cateora, P. 1993. International Marketing. Homewood, IL: Richard D. Irwin, Inc.
Dillman, D.A. 1978. Mail and Telephone Surveys: The Total Design Method. John Wiley and Sons, Inc.
Morris, M. and Schurink, C.E. 1993. Pricing behaviour in industrial markets: The impact of environmental dynamics. The Journal of Business and Industrial Marketing, 8(3): 28-43.
Morris, M.H. and Calantone, R.J. 1990. Four components of effective pricing. Industrial Marketing Management, 19: 321-329.
Morris, M.H. and Pitt, L.F. 1993. Do strategy frameworks apply in the United States and abroad? Industrial Marketing Management, 22: 215-221.
Nagle, T. and Holden, R. 1995. The Strategy and Tactics of Pricing. Second edition. Englewood Cliffs, NJ: Prentice Hall.
Noble, P.M. 1994. Determinants of industrial pricing strategies. Ph.D. Dissertation. University of Iowa.
Noble, P.M. and Gruca, T.S. 1995. Determinants of industrial pricing strategies. Presented at INFORMS International Conference, Singapore, June 1995.
Oxenfeldt, A.R. 1973. A decision-making structure for price decisions. Journal of Marketing, 37: 48-53.
Saimee, S. 1987. Pricing in marketing strategies of U.S. and foreign-based companies. Journal of Business Research, 15: 17-30.
Shapiro, B.P. and Jackson, B.B. 1978. Industrial pricing to meet customer needs. Harvard Business Review, 56(Nov.-Dec.): 119-127.
Simon, H. 1989. Price Management. Amsterdam, The Netherlands: Elsevier Science Publishers.
Tellis, G.J. 1986. Beyond the many faces of price: An integration of pricing strategies. Journal of Marketing, 50(0ct.): 146-160.
Author information
Authors and Affiliations
Rights and permissions
About this article
Cite this article
Chia, J.A., Noble, P.M. Industrial Pricing Strategies in Singapore and the U.S.: Same or Different?. Asia Pacific Journal of Management 16, 293–303 (1999). https://doi.org/10.1023/A:1015451328373
Issue Date:
DOI: https://doi.org/10.1023/A:1015451328373