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Currency Choice in Industrial Pricing: A Cross-National Evaluation

Currency Choice in Industrial Pricing: A Cross-National Evaluation In this article, the authors explore the antecedents of currency choice in export transactions by U.S., Swedish, and Finnish firms. Using a framework adapted from exporting literature and negotiation theory, the authors examine relationships between the transaction currency and three sets of constructs, predicated in negotiation and bargaining literature, as well as performance measures. Results indicate a strong relationship between currency choice and process-related and firm characteristic measures. However, situational constraint factors do not exert much influence on transaction currency. The logistic regression model confirms these results with 83% correct classification. The authors demonstrate that the use of foreign currencies is related positively to export volume and transaction value but inversely affects export profit margin. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Marketing SAGE

Currency Choice in Industrial Pricing: A Cross-National Evaluation

Journal of Marketing , Volume 62 (3): 16 – Jul 1, 1998

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References (66)

Publisher
SAGE
Copyright
© 1998 American Marketing Association
ISSN
0022-2429
eISSN
1547-7185
DOI
10.1177/002224299806200308
Publisher site
See Article on Publisher Site

Abstract

In this article, the authors explore the antecedents of currency choice in export transactions by U.S., Swedish, and Finnish firms. Using a framework adapted from exporting literature and negotiation theory, the authors examine relationships between the transaction currency and three sets of constructs, predicated in negotiation and bargaining literature, as well as performance measures. Results indicate a strong relationship between currency choice and process-related and firm characteristic measures. However, situational constraint factors do not exert much influence on transaction currency. The logistic regression model confirms these results with 83% correct classification. The authors demonstrate that the use of foreign currencies is related positively to export volume and transaction value but inversely affects export profit margin.

Journal

Journal of MarketingSAGE

Published: Jul 1, 1998

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