Which pricing method is right for SMEs’ export venture profit? : evidence of curvilinear effects

Bodlaj, Mateja (avtor), Čater, Barbara (avtor), Arslanagić-Kalajdžić, Maja (avtor)

Purpose - The purpose of this study is to examine the role of different strategic pricing perspectives for SMEs’ export venture profit, using a resource-based view of the firm. Design/methodology/approach -Drawing from a cross-industry dataset of 339 exporting SMEs in a post-transitional, highly open European context, this study employed structural equation modeling to assess the interplay between pricing capabilities, strategic pricing, pricing methods and export venture profit. Findings - The results highlight the mediating role of strategic pricing in the interplay between pricing capabilities and three different pricing methods: value-based, competition-based and cost-based pricing. While value-based pricing has an inverted U-shaped effect, competition-based pricing has a U-shaped effect on export venture profit. Contrary to expectations, the curvilinear relationship between cost-based pricing and export venture profit is not significant. Originality/value - The study highlights the need to distinguish between two market-based pricing methods (value-based and competition-based) because they are related to SMEs’ export venture profit differently. By examining curvilinear relationships, we provide insights into inconsistent evidence concerning how pricing methods affect export venture profit. Through an analysis of a capability-strategy-tactic mechanism, the study enhances our comprehension of how a firm’s pricing decisions are shaped. The findings provide valuable insights for SMEs engaged in cross-border operations, offering guidance on improving their pricing decisions.

• Jezik: Angleški jezik
• Ključne besede: SMEs, marketing, price elasticity, price movements, pricing capabilities, strategic pricing, pricing methods, export venture profit, curvilinear effects
• Vrsta gradiva: Članek v reviji
• Tipologija: 1.01 - Izvirni znanstveni članek
• Organizacija: EF - Ekonomska fakulteta
• Status publikacije: V tisku
• Različica publikacije: Recenzirani rokopis
• Leto izida: 2025
• PID: 20.500.12556/RUL-181065
• UDK: 339.138
• ISSN pri članku: 1746-8809
• DOI: 10.1108/IJOEM-11-2024-1990
• COBISS.SI-ID: 259315203
• Datum objave v RUL: 24.03.2026

Gradivo je del revije

• Naslov: International journal of emerging markets
• Založnik: Emerald
• ISSN: 1746-8809
• COBISS.SI-ID: 24824157

Licence

• Licenca: CC BY-NC 4.0, Creative Commons Priznanje avtorstva-Nekomercialno 4.0 Mednarodna
• Povezava: http://creativecommons.org/licenses/by-nc/4.0/deed.sl
• Opis: Licenca Creative Commons, ki prepoveduje komercialno uporabo, vendar uporabniki ne rabijo upravljati materialnih avtorskih pravic na izpeljanih delih z enako licenco.

Sekundarni jezik

• Jezik: Slovenski jezik
• Ključne besede: majhna in srednja podjetja, trženje, cenovna elastičnost, gibanje cen

Projekti

• Financer: ARIS - Javna agencija za znanstvenoraziskovalno in inovacijsko dejavnost Republike Slovenije
• Številka projekta: BI-BA/21-23-029
• Naslov: BI-BA/21-23-029

• Financer: ARIS - Javna agencija za znanstvenoraziskovalno in inovacijsko dejavnost Republike Slovenije
• Številka projekta: P5-0128
• Naslov: Izzivi vključujočega in trajnostnega razvoja v prevladujoči paradigmi ekonomskih in poslovnih znanosti