Successful New Product Pricing Practices: A Contingency Approach

The purpose of this study is to examine the success of new product pricing practices and the conditions upon which success is contingent. We distinguish three different pricing practices that refer to the use of information on customer value, competition, and costs respectively. Following Monroe's (1990) price discretion, we argue that the success of these practices is contingent on relative product advantage and competitive intensity. The hypotheses are tested on pricing decisions for new industrial products. Our results show that there are no general best or bad practices, but that a contingency approach is appropriate. These results may help reduce the complexity that managers experience in pricing new products.     

On the appropriateness of endogenous switching

This study argues that there has been confusion in the econometrics literature over switching regression models with endogenous switching, and that this confusion can cause serious interpretation problems when the model is employed in applied work.     

The validity of the contingent valuation method: Perfect and regular embedding

This article deals with one aspect of the validity claim of the contingent valuation method, namely: to what extent does the method produce different values in situations for which economic theory claims different values. Two aspects of this validity test — perfect and regular embedding — were tested in a field experiment comprising six samples of the Dutch population. Perfect embedding occurs when the value for a specific good is similar to the value for a more inclusive good. Perfect embedding did not manifest itself in the experiment. Respondents considered a package of six goods as well as a package of two goods more valuable than one of these goods. It is argued that this supportive evidence of the method's validity claim occurred because the goods involved were well-defined. Regular embedding occurs when the same good receives a lower value if the value for it is inferred from the value for a more inclusive good rather than if that good is valued on its own. Regular embedding was only found when respondents were given the opportunity to value the inclusive good before valuing the specific good. Respondents who were given information on the inclusive good without valuing it did not state different values than respondents who were not given that information. It seems that respondents perceive an inclusive good as being relevant to their valuation decision only when they are asked to value it. Further research is necessary to shed more light on the underlying processes that may account for this.     

Table of Contents Volume 29 2002

Volume Contents

Table of Contents Volume 29 2002     

Tax rates as strategic substitutes

This paper analytically derives conditions under which the slope of the tax-reaction function is negative in a classical tax competition model. If countries maximize welfare, a negative slope (reflecting strategic substitutability) occurs under relatively mild conditions. The strategic tax response is crucial for understanding tax competition games, as well as the welfare effects of partial tax unions (whereby a subset of countries coordinate their tax rates). Indeed, contrary to earlier findings that have assumed strategic complementarity in tax rates, we show that partial tax unions might reduce welfare under strategic substitutability.     

Explaining Organizational Export Performance by Single and Combined International Business Competencies

This study explores relationships between export performance and international business competencies (international orientation, export market orientation and international entrepreneurial orientation), and interactions between the competencies. Data from on‐site structured interviews with 159 owners and managers of exporting firms from different economic sectors show direct relationships between the competencies and export performance. However, analyses of the effects of interactions between the competencies and export performance show mixed results. The findings suggest developing the identified competencies to increase export performance, but if this would be exclusively based on the direct relationships between the competencies and export performance, results may be suboptimal.     

Explaining differences in labour market transitions between panel and life-course data in West-Germany

Panel and life-course data are ideally suited to unravelling labour market dynamics, but their designs differ, with potential consequences for the estimated relationships. To gauge the extent to which these two data designs produce dissimilar transition rates and the causation thereof, we use the German Life History Study and the German Socio-Economic Panel. Life-course data in particular suffer from recall effects due to memory bias causing understated transition probabilities. Panel data suffer from seam effects due to spurious transitions between statuses recalled in activity calendars that generate heaps at particular time points and cause overstated transition probabilities. We combine the two datasets and estimate multilevel (multistate) discrete-time models for event history data to model transitions between labour market states taking these factors into account. Though we find much lower transition rates in the life-course study, confirming the results of Solga (Qual Quant 35:291–309, 2001) in this Journal for East-Germany, part of the difference can be explained by short spells recall bias. The estimated models on exit, re-entry and job mobility on the combined datasets show indeed a negative retrospective design effect. Another specification that includes the length of the recall period shows no significant decrease in the transition probabilities with increasing length, suggesting that the negative design effect is due to other design differences.