Pricing Strategy, Pricing Stability and Financial Condition in the Defense Aerospace Industry
Johnstone, Jeffrey Carl
Keavney, Patrick Daniel
Moses, O. Douglas
Boger, Dan C.
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The purpose of this research is to determine if pricing strategy and pricing stability for products in the defense aerospace industry can be predicted based on a firm's financial condition. The sample for this research includes 17 contractors and 52 missile and aircraft programs. Two separate issues are addressed. The first issue concerns the relationship between financial condition and contractor pricing strategy. The second concerns the relationship between organizational slack and pricing stability. The overall findings are: 1) That a limited amount of variation in pricing strategy can be explained through the use of a linear regression model using financial ratios; and 2) That no apparent relationship exists between organizational slack and pricing stability.
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