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The Price We Pay: The Autonomy of Store Managers in Making Price Decisions: The Case of Grocery Retailing
Örebro University, Örebro University School of Business.
2018 (English)Doctoral thesis, comprehensive summary (Other academic)
Abstract [en]

In this dissertation, the store manager’s autonomy in making price decisions is explored to further our understanding of this actor. As a result, the store manager’s embeddedness in the manufacturer-retailer-consumer triad provides a more holistic view of the price decisions made in grocery retailing. In both the scientific literature and the grey literature, discussions of whom it is who actually makes the price decisions within grocery retailing are diverse and point to all three actors in the triad, including the store manager.

Through a theoretical departure in which price decisions and autonomy is discussed, it is possible to explore the store manager’s ability to make price decisions in relation to the manufacturer-retailer-consumer triad. As an embedded actor in the triad, the store managers can, theoretically andspeculatively, face restrictions in relation to all actors.

The context in which this dissertation is placed is that of the grocery retail branch in Sweden, where the three largest retail organisations have participated in the dissertation. This dissertation consists of the cover paper and five appended papers, where autonomy is discussed from a qualitative perspective within the frame of a mixed method approach. By looking at price decisions from the store manager’s perspective, and his/her freedom in making price decisions, the dissertation contributes to the area of micro-foundations of pricing.

It is concluded that while store managers might not be formally autonomous in making price decisions, and that connected restrictions, due to the relationship and position of the actors in the original triad are in place, the store managers have enough freedom in relation to the store to implicitly and operationally influence price decisions. As a result, it is concluded that the possibility to resist decisions by acting as if they are autonomous, store managers become important actors to be taken into account when price decisions are made and evaluated.

Place, publisher, year, edition, pages
Örebro: Örebro University , 2018. , p. 131
Series
Örebro Studies in Business - Dissertations, ISSN 1654-8841
Keywords [en]
price decisions, relationships, triad, strategy, tactic, connected autonomy, connected restrictions
National Category
Business Administration
Identifiers
URN: urn:nbn:se:oru:diva-68707ISBN: 978-91-7529-262-5 (print)OAI: oai:DiVA.org:oru-68707DiVA, id: diva2:1244744
Public defence
2018-10-26, Örebro universitet, Långhuset, Hörsal L2, Fakultetsgatan 1, Örebro, 10:00 (English)
Opponent
Supervisors
Available from: 2018-09-03 Created: 2018-09-03 Last updated: 2018-11-19Bibliographically approved
List of papers
1. Understanding the link between price strategy and price tactic: an analytical model on retailers’ decisions
Open this publication in new window or tab >>Understanding the link between price strategy and price tactic: an analytical model on retailers’ decisions
(English)Manuscript (preprint) (Other academic)
National Category
Business Administration
Identifiers
urn:nbn:se:oru:diva-69157 (URN)
Available from: 2018-10-03 Created: 2018-10-03 Last updated: 2018-11-19Bibliographically approved
2. How does the use of in-store discount coupons affect retail revenues?
Open this publication in new window or tab >>How does the use of in-store discount coupons affect retail revenues?
(English)Manuscript (preprint) (Other academic)
National Category
Business Administration
Identifiers
urn:nbn:se:oru:diva-69158 (URN)
Available from: 2018-10-03 Created: 2018-10-03 Last updated: 2018-11-19Bibliographically approved
3. Quantity Rebates Using Coupons: A Retailers Perspective
Open this publication in new window or tab >>Quantity Rebates Using Coupons: A Retailers Perspective
(English)Manuscript (preprint) (Other academic)
National Category
Business Administration
Identifiers
urn:nbn:se:oru:diva-69159 (URN)
Available from: 2018-10-03 Created: 2018-10-03 Last updated: 2018-11-19Bibliographically approved
4. Psychological price-setting techniques: An experiment on odd to even prices
Open this publication in new window or tab >>Psychological price-setting techniques: An experiment on odd to even prices
(English)Manuscript (preprint) (Other academic)
National Category
Business Administration
Identifiers
urn:nbn:se:oru:diva-69160 (URN)
Available from: 2018-10-03 Created: 2018-10-03 Last updated: 2018-11-19Bibliographically approved
5. Retail price decisions from the perspective of the store manager
Open this publication in new window or tab >>Retail price decisions from the perspective of the store manager
(English)Manuscript (preprint) (Other academic)
National Category
Business Administration
Identifiers
urn:nbn:se:oru:diva-69161 (URN)
Available from: 2018-10-03 Created: 2018-10-03 Last updated: 2018-11-19Bibliographically approved

Open Access in DiVA

Cover(404 kB)12 downloads
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File name COVER01.pdfFile size 404 kBChecksum SHA-512
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The Price We Pay: The Autonomy of Store Managers in Making Price Decisions: The Case of Grocery Retailing(969 kB)311 downloads
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Spikblad(126 kB)7 downloads
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Lagin, Madelen

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