TY  - JOUR
AB  - Applying behavioral pricing tactics is common in business-to-consumer (B2C) markets and can result in a competitive advantage. One aspect of behavioral pricing is the use of price ending effects. While a lot of prior research focused on B2C markets, little research has been done to provide insights on price ending effects in business-to-business (B2B) markets. This study adresses this research gap by investigating price endings using the example of a highly complex chemical B2B product. The results reveal a high use of dominant price endings, indirectly indicating positive price threshold effects for this B2B product. The identified dominant price endings are similar to those observed in B2C studies and are thus strongly suggesting that current B2C price ending theories may also be applicable to B2B markets.
AU  - Hamadi, Thomas
AU  - Strudthoff, Maike
DA  - 2016
LA  - eng
IS  - Journal of Business Chemistry
M2  - 3
N1  - Section "Research Paper"
PY  - 2016
SP  - 3-16
T2  - Journal of Business Chemistry
TI  - Are behavioral pricing tactics also present in the B2B context?: evidence from a complex chemical B2B product
UR  - https://nbn-resolving.org/urn:nbn:de:hbz:6-96289383613
Y2  - 2024-11-22T02:24:46
ER  -