<?xml version="1.0" encoding="utf-8"?>
<export-example>
  <doc>
    <id>3391</id>
    <completedYear>2012</completedYear>
    <publishedYear>2012</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst>49</pageFirst>
    <pageLast>69</pageLast>
    <pageNumber>21</pageNumber>
    <edition/>
    <issue>5</issue>
    <volume>76</volume>
    <type>article</type>
    <publisherName>Sage Publications, Inc.</publisherName>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>--</completedDate>
    <publishedDate>2012-09-01</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">How to Organize Pricing? Vertical Delegation and Horizontal Dispersion of Pricing Authority</title>
    <abstract language="eng">Although pricing is one of the strongest drivers of profitability, little empirical research has examined how a firm should organize pricing internally. This research draws on the information-processing view of organizational design to conceptualize a framework of how firms organize their pricing authority both within the sales function and across the sales, marketing, and finance functions. The authors find a nonlinear, inverted U-shaped relationship between the vertical delegation of pricing authority and profitability as well as a positive relationship between the horizontal dispersion of pricing authority across sales, marketing, and finance and profitability. Another key finding is a positive interaction between vertical delegation and horizontal dispersion, indicating that firms need to jointly design vertical delegation and horizontal dispersion. In addition, the results identify price-related market dynamism as a moderator of the horizontal dispersion of the pricing authority-profitability relationship and emphasis on margin-based incentives as a moderator of vertical delegation of the pricing authority-profitability relationship. The authors also analyze the relationship between the organizational design of pricing authority and sales growth.</abstract>
    <parentTitle language="eng">Journal of Marketing</parentTitle>
    <identifier type="url">https://www.jstor.org/stable/41714509</identifier>
    <identifier type="issn">1547-7185</identifier>
    <enrichment key="Reviewstatus">Begutachtet/Reviewed</enrichment>
    <enrichment key="opus.source">publish</enrichment>
    <author>Christian Homburg</author>
    <author>Ove Jensen</author>
    <author>Alexander Hahn</author>
    <collection role="institutes" number="">Fakultät Betriebswirtschaft</collection>
    <collection role="Forschungsschwerpunkt" number="7">Soziale &amp; ökonomische Transformation</collection>
    <collection role="institutes" number="">Ohm User Experience Center (Ohm-UX)</collection>
  </doc>
</export-example>
