Thèses sur le sujet « Exports – Pricing »

In a novel approach using agency theory, we conceptualize export pricing as price manipulations an exporter initiates to cope with the distributor-level, internal competition with the other product lines the distributor carries. We argue that suppliers can influence foreign resellers' behaviors and therefore manage export channel relationships with prices. Using a sample of 283 exporter-importer relationships, we uncover the export price manipulations used to cope with internal competition, and we examine their impact on the exporter economic performance. We show that the performance effect of this pricing policy is achieved through the adequate role performance of the importer. Moreover, using a small but rare dyadic data set, we offer an additional test of the effectiveness of this form of pricing. Finally, by comparing the results of our study to exporters' practice we show how they tend to overuse price discounts to motivate their overseas distributors. (authors' abstract)

Le pétrole est le moteur de l'économie vénézuélienne : c’est la principale source de revenus du pays, convertissant l'État vénézuélien en un « État pétrolier ». De 1943 à nos jours, la législation fiscale vénézuélienne a mis au point différents mécanismes de contrôle fiscal dans le but de préserver les revenus de l’État. La libéralisation de l'industrie pétrolière dans les années 90 et la Loi des hydrocarbures de 2001 ont encouragé la participation des capitaux privés. La mise en œuvre des « entreprises mixtes », introduit pour la première fois dans la Loi hydrocarbures de 2001, a permis, dans des cas exceptionnels, la commercialisation de pétrole brut extra-lourd extrait de la ceinture pétrolière d’Orénoque par des groupes multinationaux. Étant donné que les plus grandes réserves de pétrole du monde sont situées dans la ceinture pétrolière de l'Orénoque, il est nécessaire de disposer des mécanismes de contrôle fiscal efficaces, telles que des règles de prix de transfert afin de lutter contre la planification fiscale agressive (érosion de la base d’imposition du pays d’extraction). Néanmoins, compte tenu des caractéristiques du pétrole extra-lourd, il est difficile de déterminer si les transactions entre « entreprises associées » respectent le principe de pleine concurrence ; et en particulier l’application de la méthode dite des « prix comparables non contrôlés », qui est la méthode la plus directe et efficace pour valider un prix de pleine concurrence. Tenant compte de ces difficultés, ce travail démontre l’application théorique de la méthode des prix comparables non contrôlés sous deux angles: la méthodologie proposée par l’OCDE dans son projet de lutte contre «l’érosion de la base d’imposition et le transfert de bénéfices» (BEPS) pour évaluer les transactions de matières premières ; et la méthodologie internationale appelée le « prix formule » pour obtenir l’équivalent d’un prix de marché pour le pétrole brut extra-lourd de la ceinture pétrolière d'Orinoco pour les « entreprises mixtes »
Oil is the engine of Venezuela's economy, given that it is the main source of income for the country, converting the Venezuelan state into a so-called "oil state". Venezuelan tax legislation has developed different tax control mechanisms since 1943 to the present day, with the purpose of safeguarding the nation's income. The liberalization of the oil industry in the 1990s and the Hydrocarbons Law of 2001 favored the participation of private capital. The concept of "mixed companies", introduced for the first time in the Hydrocarbons Law of 2001, allowed, in exceptional cases, the commercialization of extra-heavy crude oil extracted from the Orinoco oil belt by multinational companies. Given that the world's largest oil reserves are located in the Orinoco oil belt, it is necessary to have efficient tax control rules, such as transfer pricing rules, over these transactions in order to reduce aggressive fiscal planning. Nevertheless, considering the characteristics of extra-heavy oil, it is difficult to determine whether transactions between related companies comply with the arm's length principle, and in particular, the application of the uncontrolled comparable price method, which is the most direct and effective method for the validation of the arm’s length price. Taking into account these difficulties, this dissertation will explore the theoretical application of the uncontrolled comparable price method within two lenses: the methodology proposed by the OECD in its project against “base erosion and profit-shifting” (BEPS) for the valuation of commodity transactions and the international methodology called the formula pricing to obtain reference prices for extra-heavy crude oil from the Orinoco oil belt

This thesis investigates the pricing-to-market (PTM) behaviour of the UK export sector. Unlike previous studies, this study econometrically tests for seasonal unit roots in the export prices prior to estimating PTM behaviour. Prior studies have seasonally adjusted the data automatically. This study’s results show that monthly export prices contain very little seasonal unit roots implying that there is a loss of information in the data generating process of the series when estimating PTM using seasonally-adjusted data. Prior studies have also ignored the econometric properties of the data despite the existence of ARCH effects in such data. The standard approach has been to estimate PTM models using Ordinary Least Square (OLS). For this reason, both EGARCH and GJR-EGARCH (hereafter GJR) estimation methods are used to estimate both a standard and an Error Correction model (ECM) of PTM. The results indicate that PTM behaviour varies across UK sectors. The variables used in the PTM models are co-integrated and an ECM is a valid representation of pricing behaviour. The study also finds that the price adjustment is slower when the analysis is performed on real prices, i.e., data that are adjusted for inflation. There is strong evidence of auto-regressive condition heteroscedasticity (ARCH) effects – meaning that the PTM parameter estimates of prior studies have been ineffectively estimated. Surprisingly, there is very little evidence of asymmetry. This suggests that exporters appear to PTM at a relatively constant rate. This finding might also explain the failure of prior studies to find evidence of asymmetric exposure in foreign exchange (FX) rates. This study also provides a cross sectional analysis to explain the implications of the observed PTM of producers’ marginal cost, market share and product differentiation. The cross-sectional regressions are estimated using OLS, Generalised Method of Moment (GMM) and Logit estimations. Overall, the results suggest that market share affects PTM positively.

The knowledge of dynamic pricing in the international context still lacks sound theoretical underpinnings, and therefore renders few practical guidelines. This study develops a longitudinal framework to examine the nature of dynamic export pricing in exporting context. It shows that dynamic export pricing is a powerful marketing tool for exporting firms that helps them manage demand and react to competitors’ movements. By employing venture-level longitudinal data, first, this study estimates an inverted-U shaped relationship between dynamic export pricing and export performance. Second, this study further investigates the moderating role of two dimensions of export market dynamism – customer dynamism and competitive dynamism – in this inverted-U shaped relationship while simultaneously controlling for endogeneity and unknown firm heterogeneity. This study theorizes and tests two types of moderation effects of the curvilinear relationship, including changes of the shape and shifts of the turning point. The results indicate that both customer dynamism and competitive dynamism significantly moderate the relationship between dynamic export pricing and export performance. Particularly, the shifts of the turning point delineate the fit lines that pinpoint the best dynamic export pricing practice under different customer and competitive dynamism. Third, this study shows that previous actions and outcomes significantly influence the following year’s export performance. The findings indicate the evolutionary effects of the dynamic strategies and thereby provide a better understanding of shaping superior export performance in the long term.

This thesis examined the feasibility of Uniform Pricing (UP) or Volume Control (VC) in the Atlantic Basin and analyzed the consequences of such a development on the liquefied natural gas (LNG) trade. So far, no existing model specifically considers the sustainability and effects of an LNG exporters' cartel. Neither has any research on the application of uniform pricing in international gas trade been undertaken. This work filled this gap through the Atlantic Basin LNG Trade Model. By fitting the historical data and iterating the objective function with the same number of random samples (using Palisade software), a probability distribution of market share, price and revenue outcomes were generated. From these distributions of outcomes, the most probable scenario for each exporter was extracted and contextualised. The exercise reveals a significant change in revenue and market share favourable to a few countries - Algeria, Nigeria, and Qatar. Qatar (or perhaps Algeria) is the key country which could lead any such price/volume setting process. However, unless the UP/VC induced-price is low enough to undercut the cost of developing shale gas, the mechanisms are unsustainable in North America. In Europe, the UK is similar to the US, while Spain and possibly France could be amenable to UP and VC. To some extent, UP is present in the Pacific Basin as Japanese Crude Cocktail - but not as a 'producer price policy'. However, with the globalization of LNG trade, it is not possible to separate the two geographical and commercial parts of the global LNG market. It is therefore, likely that LNG exporters could determine price in some markets by adopting UP and VC, while indirectly influencing other markets.

Дисертацію присвячено вдосконаленню теоретичних положень та науково-методичних підходів до формування системи оцінювання економічної ефективності експортно-імпортної діяльності промислових підприємств. У дисертаційному дослідженні проаналізовано здійснення експортно-імпортної діяльності промисловими підприємствами України, які виробляють парфумерно-косметичну продукцію, та її вплив на їх фінансовий стан і загальну економічну результативність. На основі аналізу баз даних проведено діагностику впливу чинників експортно-імпортної діяльності промислових підприємств на показники їх економічної результативності. Результати дослідження стали підґрунтям для розробки організаційно-економічного забезпечення економічної ефективності експортно-імпортної діяльності промислових підприємств.
Диссертация посвящена усовершенствованию теоретических положений и научно-методических подходов к формированию системы оценивания экономической эффективности экспортно-импортной деятельности промышленных предприятий. В диссертационном исследовании раскрыты теоретические основы определения экономической эффективности экспортно-импортной деятельности промышленных предприятий и методы её повышения. Определена группа факторов, влияющих на эффективность экспортно-импортной деятельности промышленных предприятий. Построена расчётная схема экспортной деятельности промышленного предприятия, которая позволила сделать вывод о том, что факторы, связанные с её осуществлением, могут соотноситься с различными категориями расходов предприятия, а также формировать непрямые связи и зависимости. Проанализирована экспортно-импортная деятельность промышленных предприятий Украины, производящих парфюмерно-косметическую продукцию, и её влияние на их финансовое состояние и общую экономическую результативность. На основе классификации предприятий была создана их репрезентативная кластерная выборка и сформированы базы данных финансовых показателей экспортно-импортных операций выбранной группы промышленных предприятий. Анализ баз данных позволил провести диагностику влияния факторов экспортно-импортной деятельности промышленных предприятий на показатели их экономической результативности. Проведенное исследование стало основой для разработки организационно-экономического обеспечения экономической эффективности экспортно-импортной деятельности промышленных предприятий, которое предусматривает комплексное воздействие на базовые параметры экспортной и импортной деятельности с общей целью повышения капитализации бизнеса. Организационно-экономическое обеспечение отражает системную связь между факторами влияния экспортно-импортной деятельности на экономическую эффективность промышленного предприятия; способами повышения эффективности осуществления экспортно-импортной деятельности промышленного предприятия в контексте задачи повышения общей эффективности его деятельности; соответствующими элементами функциональной стратегии деятельности промышленного предприятия; показателями, которые могут использоваться для проведения анализа экономической эффективности экспортно-импортной деятельности промышленного предприятия. Эффективность рекомендаций и предложений, сформулированных как результат диссертационного исследования, доказана в процессе их апробации при подготовке ряда методик по повышению эффективности экспортно-импортной деятельности парфюмерно-косметических предприятий. Результаты апробации позволяют рекомендовать разработки диссертационного исследования для внедрения предприятиям химической отрасли и научным учреждениям с целью активизации инновационных процессов в экспортно-импортной деятельности.
The thesis is focused on the improvement of theoretical provisions and scientific and methodical approaches to the formation of a system for economic efficiency assessing of export-import activities of industrial enterprises. In the thesis the analysis of the export-import activity of Ukrainian industrial enterprises producing perfumery and cosmetic products and its impact on their financial condition and overall economic performance, has been done. On the basis of the classification of enterprises, their representative cluster sampling has been created and databases of financial indicators of export-import operations of the selected group of industrial enterprises have been formed. The analysis of databases has allowed to diagnose the influence of factors of export-import activity of industrial enterprises on their economic performance indicators. The research has become the basis for the development of organizational and economic support for the economic efficiency of the export-import activity of industrial enterprises.

Examining board: Prof. Michael Knetter, Dartmouth College, Hanover ; Prof. Alan Kirman, EUI and GREQAM Marseille, Supervisor ; Prof. Stephen Martin, EUI and University of Copenhagen ; Prof. Jordi Gual, European Commission, Brussels ; Prof. Eytan Sheshinski, Hebrew University of Jeruzalem
Defence date: 24 June 1996
PDF of thesis uploaded from the Library digitised archive of EUI PhD theses completed between 2013 and 2017

This dissertation deals with the links between stock market returns and foreign exchange rates, industrial production and exports to Germany in three Central and East European countries (the Czech Republic, Hungary and Poland). The main questions addressed are: "Do macroeconomic factors related to foreign exchange rates and industrial production affect stock market returns in the Visegrad-3? And what is the impact of exports to Germany on those stock returns?" This analysis makes use of panel-data and the Arbitrage Pricing Theory (APT) to produce results. Firstly, foreign exchange rates are found to have a negative effect on stock returns. However the divergence in currency returns between the three countries means that the overall effect may be due to some factors that are not accounted for in this analysis. Secondly, there is a positive, but lagged, association between industrial production and stock returns. Thirdly, exports to Germany from the region are also found to have a positive impact on the stock returns of the Visegrad-3. Finally, there is divergence among the three countries with respect to the relationship between the macroeconomic factors and stock returns. Poland and Hungary are seen to exert a significant amount of influence over the region's stock markets.

碩士
淡江大學
國際貿易學系國際企業學碩士在職專班
98
This thesis empirically studies the pricing to market behavior of the export prices of Taiwan made notebook products. Annual data of 10 exporting countries covering the period between 2000 and 2008 are used and three approaches are adopted, namely, the countries specificity, areas of high-low pricing, and the stabilities of the exporting markets in the estimation. The estimates show the existence of significant partial pricing to market behaviors in all three approaches following the changes in exchange rate.

碩士
逢甲大學
經濟學所
96
The purpose of this study is to explore the pricing-to-market (PTM) behavior ofexporters in many different foreign markets when exchange rate changes in Taiwanese manufacturing. Knetter’s (1989, 1993) pricing model is employed. In empirical study, panel data from 1996 to 2005 for 15 industries are used to investigate the PTM behavior of exporters in different destination markets. This study expects to find, when exchange rate changes, (1) do firms adopt price discrimination in different foreign markets? (2) What are the PTM behavior of exporters in markets? Is the local currency price stabilization (LCPS) hypothesis held? (3) Is there difference in the pricing behavior of exporters between their major destination markets and others? This empirical study uses a Fixed-effect regression model. In the result of estimate, we findthat: 1.Apart from the Staple fibers of polyesters donot adopt price discrimination in different foreign markets, other 14 export industriesadopt price discrimination in different country markets. 2.The exportmanufacturer adopt the local currency price stable (LCPS) strategy for the part foreign market, but the most foreign markets canadopt expands local currency price (LCP); In other words,the pass-through exchange rate changesis higher for Taiwanese manufactures. 3.Mostexport manufacturers don’t adopt eminent different price strategy for mainly export markets, they only minority adopts eminent different pricing strategy.

碩士
淡江大學
國際貿易學系國際企業學碩士在職專班
98
This thesis empirical studies the pricing to market behaviors of the export prices of Taiwan made radial tires for passenger cars. Annual data of 20 exporting countries covering the period between 2000 and 2008 are used and four different approaches, namely, the country specificity, high-low pricing area, the stability of the markets and the size of the markets are adopted in the estimation. The estimated results show that market stability as well as market size are the major determinants of pricing of the exporting firms. Furthermore, Taiwanese firm tends to take the advantage of exchange rate movements to enhance their competitiveness and enlarge their market shares in the world market.

JEL Classification System: M10- General; L1-Market Structure, Firm Strategy and Market Performance; L11-Production, Pricing and Market Structure
Pricing strategy is considered to be one of the more critical components of the marketing mix (Product, Place, Price and Promotion) and is focused on generating revenue and ultimately profit for the company. The current research study aims to analyze what pricing strategies Romanian exporting companies use in order to strife for better results. As the study focuses on exporting companies, not only setting one or more pricing strategy is important, but also how do these companies adapt their strategies to different industries and different geographical markets. The applied methodology sustains, that the results are rooted on a case study within the preferred pricing strategies of the analyzed companies. The information towards the research was gathered throughout in-depth interviews with the managers in charge of this process, document analysis and observations. The systematic approach of identifying the most adequate price strategies is opening the path for factors taking in account when adaptation process begins and also for analyzing the impact of pricing adaptation. This can lead to measure the data for export performance and what influence did it had on a company’s turnover. By analyzing the export data provided, a comparison can be made, taking into consideration price strategies used, price adaptation processes, level of impact on different geographical markets, the market response to exported products and terms and conditions necessary for conducting international trade