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Nonlinear Effects of Dynamic Export Pricing on Export Sales: A Longitudinal Investigation

Chen, Jieke; Sousa, Carlos; He, Xinming

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Authors

Jieke Chen

Carlos Sousa



Abstract

Little is known in the literature about dynamic export pricing, and particularly how the external environment interacts with a firm’s export pricing decisions and its long-term effect on export sales. Therefore, this study develops a longitudinal framework to examine the quadratic effect of dynamic export pricing and its interaction with customer/competitive turbulence on export sales. By employing product-level longitudinal data, the authors also estimate the lagged effect from past dynamic export pricing and export sales while simultaneously controlling for endogeneity and unknown firm heterogeneity. The results indicate that dynamic export pricing appears to have inverted quadratic effects on export sales; this quadratic relationship is moderated by customer turbulence and competitive turbulence. The authors also focus on the changes of the curve and shifts of the turning point and delineate the fit lines that pinpoint the optimal dynamic export pricing in different export markets. Finally, previous actions and outcomes significantly influence the following year’s export sales, which explains the long-term relationships.

Citation

Chen, J., Sousa, C., & He, X. (2019). Nonlinear Effects of Dynamic Export Pricing on Export Sales: A Longitudinal Investigation. Journal of International Marketing, 27(3), 60-78. https://doi.org/10.1177/1069031x19845853

Journal Article Type Article
Acceptance Date Apr 2, 2019
Online Publication Date May 30, 2019
Publication Date Sep 1, 2019
Deposit Date Apr 17, 2019
Publicly Available Date Mar 29, 2024
Journal Journal of International Marketing
Print ISSN 1069-031X
Electronic ISSN 1547-7215
Publisher SAGE Publications
Peer Reviewed Peer Reviewed
Volume 27
Issue 3
Pages 60-78
DOI https://doi.org/10.1177/1069031x19845853
Public URL https://durham-repository.worktribe.com/output/1332907

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Accepted Journal Article (584 Kb)
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Copyright Statement
Chen, Jieke, Sousa, Carlos & He, Xinming (2019). Nonlinear Effects of Dynamic Export Pricing on Export Sales: A Longitudinal Investigation. Journal of International Marketing 27(3): 60-78. Copyright © 2019 American Marketing Association. DOI: 10.1177/1069031X19845853.




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