Price Increases and Their Financial Consequences in International Business-to-Business Selling
Maximilian Friess,
Roland Kassemeier
Abstract:Although price increases are common in business-to-consumer (B2C) and business-to-business (B2B) markets, research examining the consequences of price increases on financial performance outcomes in B2B contexts is scarce. This study takes a relationship perspective on price increases and examines how a portfolio price increase affects the financial performance of the customer relationship and whether and how this effect varies between international business customers from different cultures. Based on objective… Show more
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