Attention to Fairness versus Profits: The Determinants of Satisficing Pricing

• Published in: Journal of management studies Vol. 54; no. 5; pp. 583 - 612
• Main Authors: McCann, Brian T., Shinkle, George A.
• Format: Journal Article
• Language: English
• Published: Oxford Blackwell Publishing Ltd 01-07-2017
• Subjects: Attention; attention‐based view; Behavior; competitive strategy; Customers; Economic models; fairness; Nonprofit organizations; Prices; pricing; Pricing policies; Profits; satisficing
• ISSN: 0022-2380; 1467-6486
• DOI: 10.1111/joms.12246

We investigate determinants of the competitive behaviour of satisficing, non‐profit‐maximizing pricing. Taking a behavioural approach, we argue that pricing decisions are motivated by fairness objectives as well as the desire to achieve economic objectives. We draw from the attention‐based view to build our theoretical model explaining the contextual conditions that are most likely to be associated with attention to fairness relative to attention to achieving maximum profits when setting prices. Our hypothesized predictors of satisficing pricing decisions encompass the institutional context in which the firm is embedded, the exchange context with customers and suppliers, and the context internal to the firm. Hypotheses are tested with survey data of over 3000 firms from 15 countries. We find that the decision to set prices at a satisficing level is remarkably common, and its prevalence is associated with contextual factors that are consistent with greater attention to fairness concerns.