On the relationship between financial measures and contractor pricing strategy: Empirical tests in the defense aerospace industry
Moses, O. Douglas
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This report includes two separate but related empirical studies of the relationship between financial measures for defense aerospace contractors and pricing strategies adopted by contractors. Two pricing strategies are identified: skimming and penetration. Collectively the findings indicate that the adoption of a particular pricing strategy is associated with the financial condition of the contractor as reflected in measures of risk, asset utilization and organizational slack. Keywords: Financial ratios; Hypothesis; Correlation; Multiple; Regression tests; Price reduction; Organizational Decision making; Variables.)
NPS Report NumberNPS-54-87-008
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