Abstract
This study investigates how the information context of cross-border exchanges influences the implementation and effectiveness of export pricing policies. Using a disaggregate approach to measure export pricing, the research shows the influence of the competitive intensity and the ambiguity of the foreign market on each facet of the pricing policy. In addition, this research investigates the effectiveness of these price manipulations in a context of information asymmetry. The findings suggest that exporters manipulate prices when confronted with competitive and ambiguous foreign markets. However, in most cases, these price manipulations have no impact on performance. Furthermore, when information asymmetry is high, export price manipulations deteriorate performance. The analysis uses survey data from 278 French exporters.
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