Managerial and Customer Costs of Price Adjustment: Direct Evidence from Industrial Markets

Mark Zbaracki, Mark Ritson, Daniel Levy (), Shantanu Dutta and Mark Bergen
Additional contact information
Mark Zbaracki: University of Pennsylvania
Mark Ritson: London Business School
Shantanu Dutta: University of Southern California
Mark Bergen: University of Minnesota

No 2003-07, Working Papers from Bar-Ilan University, Department of Economics

Abstract: We study the price adjustment practices and provide quantitative measurement of the managerial and customer costs of price adjustment using data from a large U.S. industrial manufacturer and its customers. We find that price adjustment costs are a much more complex construct than the existing industrial organization or the macroeconomics literature recognizes. In addition to physical costs (“menu costs”), we identify and measure three types of managerial costs—information gathering, decision-making and communication costs, and two types of customer costs—communication, and negotiation costs. We find that the managerial costs are more than six times, and customer costs are more than twenty times, the menu costs. In total, the price adjustment costs comprise 1.22% of the company’s revenue and 20.03 % of the company’s net margin. We show that many components of the managerial and customer costs are convex, while the menu costs are not. We also document the link between price adjustment costs and price rigidity. Finally, we provide evidence of managers’ fear of “antagonizing” customers.

Keywords: Menu cost; cost of price adjustment; managerial cost; customer cost; convex cost of price adjustment; sticky prices; price rigidity (search for similar items in EconPapers)
JEL-codes: E12 E31 F31 F41 L16 (search for similar items in EconPapers)
Date: 2003-09
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Citations: View citations in EconPapers (38)

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Related works:
Journal Article: Managerial and Customer Costs of Price Adjustment: Direct Evidence from Industrial Markets (2004)
Journal Article: Managerial and Customer Costs of Price Adjustment: Direct Evidence from Industrial Markets (2004)
Working Paper: Managerial and Customer Costs of Price Adjustment: Direct Evidence from Industrial Markets (2004)
Working Paper: Managerial and Customer Costs of Price Adjustment: Direct Evidence from Industrial Markets (2004)
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