Gaining sustainable competitive advantage through strategic pricing: selecting a perceived value price

Thompson, Kenneth N.; Coe, Barbara J.

doi:10.1108/09684909710163629

Cited by 14 publications

(7 citation statements)

References 10 publications

(13 reference statements)

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“…This supports Chopra and Meindl (2007) and Vachon et al (2009) whom identified quality as essential ingredient in any supplier selection criteria. Besides, it is in line with Thompson and Coe (1997) and Benton and Maloni (2004) argument that competitive prices are essential ingredient in selecting suppliers in the current competitive landscape.…”

supporting

confidence: 62%

ISO 9000 moderation role over supply chain alignment in manufacturing context

Mokadem

2016

Journal of Manufacturing Technology Management

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Purpose – The purpose of this paper is to investigate the extent to which International Standardization Organization (ISO) 9000 implementation is associated with better alignment of supply chain activities. Design/methodology/approach – This research hypothesized the moderation effect of ISO 9000 over the alignment between customer priorities from one side and supplier selection criteria priorities from the other side. Collected survey data were analyzed using cluster analysis. Then, moderated regression analysis using ordinary least squares was employed to test the study hypotheses. Findings – Advanced ISO 9000 implementation moderates the relation between customer priorities and the prioritization of supplier selection criteria with respect to priorities of cost management, total cost of ownership and product flexibility. While, there was no sufficient evidence to the same effect with respect to priorities of logistical flexibility and delivery. Research limitations/implications – This research presents a new perspective for researchers to study the extended benefits of ISO 9000 implementation and its moderating effect over supply chain relations. However, the small sample size might limit the ability to generalize the research findings. Further research is required to confirm the research findings using wider sample. Practical implications – This research provides practitioners with a path to acknowledge the role of ISO 9000 as a business practice that helps organizations to align their supply chain activities. Originality/value – This paper contributes to knowledge by proposing the moderation effect of ISO 9000 implementation on the alignment between customer priorities from one side and the emphasis that organization place on the same priorities while selecting suppliers from the other side.

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supporting

confidence: 62%

ISO 9000 moderation role over supply chain alignment in manufacturing context

Mokadem

2016

Journal of Manufacturing Technology Management

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“…Variables Literature V1 Tender price Thompson and Coe (1997), Zekiri (2017) V2 Financial performance Wingwon and Piriyakul (2010) V3 Financing capability Grant (1991), Li and Ogunmokun (2001), Piercy, Kaleka, and Katsikeas (1998) V4 Historical contract performance T. Obloj and K. Obloj (2006), Williams, Schnake, and Fredenberger (2005), Goldberg, Cohen, and Fiegenbaum (2003) V5 Social responsibility Du, Bhattacharya, and Sen (2011), Sousa Filho, Wanderley, and Gómez (2010), Zhang, Cavusgil, and Roath (2003) V6 Cultural difference Soupata (2001), Lapersonne (2013) V7 Productivity Helms (1996), Istvan (1992) V8 Internationalization Lehrer, Schlegelmilch, and Behnam (2009), Yeung (1999) V9 Cooperation ability Wu, Lin, and Chien (2011), Alvarez and Barney (2001) V10 Human resources Stroh and Caligiuri (1998), Lado and Wilson (1994) V11 Services Gebauer, Gustafsson, and Witell (2011), Oliva and Kallenberg (2003) V12 Similar performance and experience Fu, Drew, and Lo (2002), Doloi, Iyer, and Sawhney (2011), Holt, Olomolaiye, and Harris (1995) Likert 5-point scale was used to elicit respondents' opinions about the importance of each variable, with 1 being the least important and 5 being the most important. Brief descriptions of some unusual variables were also attached to the questionnaire to ensure that all the respondents were using the same definition for each of the variables.…”

Section: Questionnaire Surveymentioning

confidence: 99%

Understanding Critical Variables Contributing to Competitive Advantages of International High-Speed Railway Contractors

Niu

Deng

Zhang

et al. 2019

Journal of Civil Engineering and Management

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This article is devoted to identifying and explaining the critical variables contributing to competitive advantages in international High-Speed Railway (HSR) projects from the contractor’s perspective. A total of 24 variables were identified by the literature review and a pilot study. An international questionnaire survey was performed to obtain professional opinions from both practitioners and the academy. The 24 variables were ranked and clustered into 6 factors using exploratory factor analysis. Furthermore, a case study of the Early Train Operator project of the California HSR was carried out by the survey, interview, and first-hand data. The results indicated that the top six ranked variables are (1) None Accident History, (2) Eligibility & International Criteria, (3) Contract Reputation, (4) Marketing Strategy, (5) Risk Management Capability, and (6) Technical Responsiveness. Furthermore, the 24 variables are grouped into six dimensions: Glocalization, Marketing, Safety, Economics, Technology, and Responsibility. The case study indicated that the factor framework was suitable and tractable for the application. The findings of this paper could (1) assist international HSR contractors in obtaining a better understanding of the deeper determinates of competitive advantages and (2) serve as a valuable reference for developing their competitive advantages in the international HSR market.

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“…Pricing objectives can be classified as: profit-oriented objectives, cost-oriented objectives, sales-oriented objectives and competition-oriented objectives (Campo and Gijsbrechts, 2001). The main barrier for low-price strategy has been the belief that industrial markets are inflexible and that price is not a major determinant in influencing demand (Thompson and Coe, 1997). Nowadays many European competitors are facing severe low-prices (usually non-branded competition) that mostly originate from the Far East (Hilleke and Butscher, 1997).…”

Section: Components Of the Product Strategymentioning

confidence: 99%

Competitive advantage in the marketing of products within the enlarged European Union

Golob

Podnar

2007

European Journal of Marketing

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Purpose -The purpose of this paper is to analyse competitive advantage in relation to the formulation of competitive product marketing strategies in European Union (EU) firms. It considers how it is possible to gain a competitive advantage through different product strategies. Design/methodology/approach -The analysis is based on 18 EU member States (14 founding States and four new States that joined in 2004). To investigate the range of strategies is used by EU companies in both old and new member States, cluster, discriminant analysis and multiple comparison procedures are used. Findings -The results show some differences in strategies between old and new EU member companies. Although a balanced strategy is most widely used in both groups, companies from new member states are fond of a price and quality mix whereas companies from the old member states favour a quality and distribution mix. Research limitations/implications -A larger pool of competitive elements could provide more in-depth insights. Thus, further research could include different internal and external factors that influence the choice of strategy. Practical implications -To gain a more sustainable advantage in the new competitive milieu all EU member companies should be able to successfully integrate all marketing elements employed in the strategy. Originality/value -This paper provides an insight into competitive strategies of EU member companies and a basis for monitoring the levels of competitiveness of member states and the competitive marketing practices of different companies within the EU.

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Gaining sustainable competitive advantage through strategic pricing: selecting a perceived value price

Cited by 14 publications

References 10 publications

ISO 9000 moderation role over supply chain alignment in manufacturing context

ISO 9000 moderation role over supply chain alignment in manufacturing context

Understanding Critical Variables Contributing to Competitive Advantages of International High-Speed Railway Contractors

Competitive advantage in the marketing of products within the enlarged European Union

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