Pricing and Financing Practices of Industrial ExportingFirms

This article reports the findings of an investigation into pricing and financing practices of exporting firms. The research addressed the relationship between commitment to exporting and level of export achievement with the uses of various tactical options in the area of pricing and finance. Firms i...

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Bibliographic Details
Published inInternational marketing review Vol. 8; no. 1
Main Authors Thach, Sharon V., Axinn, Catherine N.
Format Journal Article
LanguageEnglish
Published MCB UP Ltd 01.01.1991
Subjects
Canada
Export
Financing
Machine tools
Pricing
USA
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Summary:This article reports the findings of an investigation into pricing and financing practices of exporting firms. The research addressed the relationship between commitment to exporting and level of export achievement with the uses of various tactical options in the area of pricing and finance. Firms in the machine tools industry in two countries were studied so that country of origin effects could be examined. Results show that commitment and success are strongly associated while there is some variability in the use of pricing and financing practices by the country of origin of the exporting firms. Commitment is shown to have some influence on relationships between 1 country of origin and financing practices and 2 financing practices and success.
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ISSN:0265-1335
DOI:10.1108/02651339110000315