Pricing issues in industrial marketing

Developing an effective pricing strategy today is becoming a difficult task for industrial marketing managers. The failure of firms to totally understand the implications of their pricing decisions often leads to missed opportunities and eventually lowers profits. Price setting and implementation are multidimensional processes affecting customers, products, cost recovery efforts, produce margin levels, customer retention, market share, and domestic and international sales. This issue of Industrial Marketing Management provides some insights into the complexities of this process for managers by examining pricing on several levels, including the organizational influences on industrial pricing, the factors affecting international pricing, the importance of pricing in controlling supply chain costs, the influence of information on pricing decisions, the degree to which the Internet and reverse auctions are affecting customer relationships with their suppliers, and the importance of developing a strategic pricing plan.     

Program equity issues in schooling: The testimony of technology teachers

Assimilation into society via academic achievement is a premise and practice that is universal in schools and school systems. Drawing on the testimonies of technological education teachers and the sociology of knowledge literature, this narrative inquiry research sets the stage for a critical analysis of our reliance on knowledge versus experience in western education policy and planning. A crisp and constructive analysis of the premises school systems take for granted becomes possible, a case for transcending limited ways of thinking about knowledge and experience is made.

Pricing catastrophe equity put options: Financial implications of engineering decisions

Natural disasters such as earthquakes, floods, and tsunamis cause large-scale loss of life and result in billions of dollars in damages. However, the global insurance and reinsurance sector only bears a portion of this cost; the majority of the bill is still inflicted on corporations, local communities, and the governments that struggle to recover even years following the disaster. One of the key factors why insurance and reinsurance sectors do not play a more active role is the difficulty in absorbing the losses as well as accurately pricing the underlying risks. This article presents a valuation model for catastrophe equity puts (CatEPuts), an alternative method of risk transfer. The proposed valuation model is based on a four-step engineering loss model to compute the fair value of the CatEPut for different hazard intensities and structural responses. The results from test examples show that such a model can provide a necessary link between the engineering characteristics of the underlying physical assets and the fair value of the CatEPut.     

Announcement effects and market efficiency in a thin market: An empirical application to the Singapore equity market

Studies of share price responses to public announcements have assumed that there is no serious thinness in trading. This paper reports the findings of a study of price responses of thinly-traded shares in the Singapore equity market. With appropriate methodological refinements for thinness in trading, the announcement effects of earnings, dividends and capitalisation changes are studied. The results suggest that there are statistically significant abnormal returns during the months up to and including the month of announcement. With some minor exceptions, there appears to be no significant abnormal returns during the months after the announcements: semi-strong form efficiency is thus observed. These results are consistent with prior findings in the developed capital markets.The authors wish to thank the anonymous reviewers for their useful suggestions. This paper has benefitted from financial assistance of the Department of Commerce of the University of Queensland.     

Relationship equity and switching behavior in the adoption of new telecommunication services

This paper first defines and then presents a model of “relationship equity” for business markets. It points out that the potential benefits of managing relationship equity have been largely ignored and that a general model and stream of relevant research questions could be useful to marketing and relationship practitioners. The model developed considers the special case of key account management as antecedent, two different types of moderator variables, relationship equity as a perception by the buyer, and switching behavior via adoption of new telecommunication services as a result of this perception. The model is used as a basis for developing a number of working propositions.     

Hedging spot fuel oil in Singapore: Will the new SIMEX contract succeed?

We assess SIMEX's new market for fuel oil futures by examining its effectiveness in hedging a cash fuel oil position in Singapore. We find that the SIMEX contract can eliminate about two-thirds of the volatility of a Singapore cash position and is many times more effective than a cross-hedge constructed with overseas contracts. Given its potential usefulness as a hedging tool for the regional petroleum industry, we anticipate that the new contract will be a success.We are grateful to Mobil (New York) for making the Platt oil price data available to us and to Jim Bovenage specifically for accessing the data for us.     

Real options in equity partnerships

We examine factors influencing the decision to acquire additional equity in partner firms in research‐intensive industries. This decision involves choosing between flexibility and commitment. Option theory motivates hypotheses regarding the effects of uncertainty, valuation of developing technologies, and the threat of preemptive rivalry. Our main hypothesis is that the resolution of uncertainty for high‐value technologies motivates commitment decisions. We also argue that when the underlying growth option is at risk of preemption by rivals, greater uncertainty encourages commitment. An event history model tests these hypotheses using data from minority investments in the biotechnology industry. Copyright © 2002 John Wiley & Sons, Ltd.     

Budget innovation in Singapore

Singapore has introduced programme budgeting and related reforms in a purposeful manner. This article discusses the post-1970 history of reform, its socio-economic context, and the way PAP Governments have used the reform process to connect budget change with wider political and administrative purposes. Change is continuous in Singaporean public administration; this article provides a foundation for understanding recent activity in pursuit of greater efficiency in public administration.The author is with the South Australian Institute of Technology, Adelaide, Australia.     

Brand equity in the business-to-business market

Brands have been developed by consumer companies but have been slow to develop in business-to-business marketing. This article explains the concept of brand equity in a specific industrial marketing setting. In addition, the sources of brand equity are investigated as well as the appropriate communications strategy and the relative importance of brand relative to other purchase criteria. The research method used was a conjoint analysis experiment. The subjects were decision-making unit (DMU) members of industrial companies in South Africa that purchase medium-voltage electrical equipment. Research results suggest that while brand equity has a role to play, price and delivery were more important. However, a price premium can be obtained when a company has high brand equity. Implications for managers are discussed.     

企业价值风险管理的策略（英文）

The rapid growth in the biotechnology equity market and the explosion in the number of biotechnology initial public offerings （IPOs）have created unprecedented wealth in the western hemisphere in the form of restricted securities shares（equity）in newly founded companies that can be traded only in compliance with regulations imposed by the relevant authorities.     

How co-branding versus brand extensions drive consumers' evaluations of new products: A brand equity approach

Current research into co-branding and brand extensions indicates that these marketing strategies benefit firms, yet marketing literature examines the concepts only independently. This article reports the findings of two studies, conducted among 256 students, that compare the effectiveness of co-branding versus brand extension strategies. The comparison of these strategies, both individually and concurrently, considers consumers' attitudes, quality perceptions, and purchase intentions toward a new product (i.e., Bluetooth-enabled sunglasses). The first study reveals that the presence of at least one high-equity brand in co-branding strategy suffices to leverage consumers' evaluations of a new product. However, the findings of the second study indicate no significant differences between co-branding and brand extensions in terms of consumer evaluations of an identical product.     

Brand relationships and brand equity in franchising

Previous research suggests that building brand equity enhances the competitive advantage of retailers in B2B markets. However, limited attention has been paid to the concept of brand equity in B2B retailing contexts, particularly in franchise channels. This study seeks to understand how brand relationships can be leveraged to enhance brand citizenship behavior and ultimately brand equity in franchise channels. Accordingly, this study explores franchisees’ perceptions of their franchise brands, leading to a new conceptualisation of ‘franchisee-based brand equity’. An interpretive research design is employed, comprising of semi-structured interviews with key informants. Findings suggest that franchisors play an important role in promoting brand citizenship behaviour of franchisees, which in turn enhances brand equity. The study provides insight on how to effectively manage brand relationships to enhance franchisees’ brand citizenship behaviour and brand equity. The concept of brand relationships has been discussed widely in consumer markets, but has received limited attention in B2B contexts. In response, this study provides new insight in B2B branding and specifically, in how brand relationships may enhance brand citizenship behaviour and brand equity in B2B markets.     

Economic effects of card transactions in Singapore

There is some concern that the increasing use of credit and charge cards may have adverse effects on the Singapore economy. This paper argues that while cards provide economic benefits in many ways, their monetary impact on inflation should be negligible and their impact on consumption and overspending should not be cause for much concern.     

Union Growth in Malaysia and Singapore

This paper examines the determinants of trade union membership growth in Malaysia and Singapore for the period 1965–1983 and finds that the standard Western-based aggregate model of trade union growth applies to these countries. However, regression results suggest that the model's key variables have differential effects in the two countries.     

Telecommunications and economic development in Singapore

The existing research of aggregate statistical analysis on the relationship between telecommunications and economic development is largely organized around the hypothesis that telephone growth fosters economic development. Although considerable evidence supports that hypothesis, there is also a growing realization that the growth of telecommunications, in turn, requires a sound economy. The existing research, however, ignores the reciprocal relationship between these two variables. Employing Singapore data, this article formulates a simultaneous equation model to assess the reciprocal relationship between telecommunications and economic development. These data support the reciprocal relationship hypothesis. Policy implications of the findings are also discussed.     

Pricing Default Risk in Mortgages

This paper examines the valuation of fixed-rate mortgages and the pricing of insurance against default on such mortgages. Both the mortgage and the insurance are treated as compound European put options. A put is the right, but not the obligation, to turn over an asset to another party for a specified payment, and being a European put indicates that this can only occur at a specified expiration date. The mortgage contract, and hence the insurance on it, fit into a European option framework because no rational borrower would ever choose to default until a payment is due. Mortgages are compound options in nature because at each payment data prior to the last one, the borrower either defaults or purchases a new option to default at the next payment date by making the scheduled payment. Since the current value of the mortgage is affected by options to default in the future, the problem is solved working backwards in time with the value of later options feeding into the earlier ones, so that the process builds on itself in a recursive fashion. Using familiar arguments from option-pricing theory, the value of any of the assets in the model is expressed as the solution to a partial differential equation, where the terms of the contract yield the appropriate terminal conditions. Standard numerical procedures are then used to produce the value of the mortgage and the insurance under various economic conditions. The simulations indicate that the prime determinants of the value of the assets considered are the volatility of the house price and the volatility of the spot interest rate. Sensitivity tests show that changing either of these parameters affects the results substantially more than any of the other parameters examined. The paper completely analyzes the default option and insurance against default on the mortgage. It is one part of a complete model of fixed-rate mortgages that would allow for both prepayment and default and treat the interaction of the two options. The general approach outlined in this paper can be used to develop such a model as well as to value any mortgage-related security. In light of the increasing variety and the complexity of such instruments in the market today, the presentation of our approach to these valuation problems is perhaps the most important contribution of the paper.     

Pricing distortions in multi-sided platforms

We consider the reasons why a monopoly multi-sided platform may price differently from a social planner. The existing literature has focused only on the classical market power distortion and a distortion in the spirit of Spence. We show two additional distortions appear in the presence of cross-group network effects, which we call the displacement distortion and the scale distortion. We show conditions under which the displacement distortion exactly offsets the Spence distortion, and provide an example in which the total of these different distortions results in monopoly prices per user that are lower than the social planner’s on both sides. Our results have implications for regulatory policy, which we briefly discuss.     

Pricing practices in two industries

Although a critical part of marketing decision making, very little has been written about industrial pricing policy and strategy. This article has three objectives: First, to report the pricing practices of the chemical and construction industries; Second, to compare their pricing policies; and third, to develop a simple pricing framework for industrial marketers. The results of this study are interesting and somewhat unexpected. The buyer and his behavior only play a small part in pricing policy. A pricing framework or model is presented in a logical and systematic way.     

Pricing of telecommunications services

Recently many scholars have argued that society's welfare would be increased if the price of local telephone service were increased, and the prices for toll and enhanced telecommunication services reduced. In this paper we argue that the telecommunications policy literature has largely ignored the impact of varying technical standards on the cost-of-service. Consequently, the marginal cost of exchange service has been overstated. We also show that most work in this area has overstated the elasticity-of-demand for toll services. Taking into account quality and the appropriate elasticities, we conclude that no clear welfare gains will be achieved by raising the price of exchange service.     

Evidence of imputation clienteles in the Australian equity market

This paper investigates the development of shareholder clienteles in response to the introduction of the Dividend Imputation (Integrated Tax System) into the Australian capital market. It is found that companies paying franked dividends have significantly increased dividend payments relative to companies paying little or no imputation tax credit. It is also shown that the use of dividend reinvestment plans has increased significantly post-imputation. This is interpreted as support for the existence of shareholder clienteles related to companies' imputation policies.The author is Lecturer in the Department of Commerce, the University of Queensland. This paper has benefited from financial assistance provided by the Department of Commerce at the University of Queensland. Comments made by Jamal Munshi and participants at the Third International Conference on Asian-Pacific Financial Markets are gratefully acknowledged.