کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
1010097 1482521 2009 4 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
The influence of national culture on the strategic use of salesperson pricing authority: A cross-country study within the hotel industry
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری استراتژی و مدیریت استراتژیک
پیش نمایش صفحه اول مقاله
The influence of national culture on the strategic use of salesperson pricing authority: A cross-country study within the hotel industry
چکیده انگلیسی

At some hotel properties individual catering sales managers are empowered with the authority to make price adjustments, but at other properties they must ascertain the permission before adjusting prices. This research collected and analyzed data from 392 hotels in 28 countries and found that national culture has an influence on the price empowerment decision. Specifically, catering sales managers are more likely to be granted pricing authority in: (1) individualistic societies than in collective societies; (2) low power distance cultures than in high power distance cultures; and (3) low uncertainty avoidance societies than in high uncertainty avoidance societies.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: International Journal of Hospitality Management - Volume 28, Issue 1, March 2009, Pages 173–176
نویسندگان
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