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Nonlinear effects of dynamic export pricing on export sales : a longitudinal investigation.

Chen, Jieke and Sousa, Carlos and He, Xinming (2019) 'Nonlinear effects of dynamic export pricing on export sales : a longitudinal investigation.', Journal of international marketing., 27 (3). pp. 60-78.


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.

Item Type:Article
Full text:(AM) Accepted Manuscript
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Publisher 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.
Date accepted:02 April 2019
Date deposited:05 September 2019
Date of first online publication:30 May 2019
Date first made open access:09 May 2019

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