企业内部市场定价:基于行为的理论模型

Pricing in Internal Markets within Corporations:A Model Based on Organizational Behavior

本文从行为的视角探讨内部市场定价问题。根据内部市场主体之间的合作、竞争行为提出并界定了内部市场结构的概念,将内部市场划分为简单型、合作主导型、竞争主导型、复合型四种结构类型;通过分析企业战略、内部定价对内部市场主体之间合作、竞争行为的影响,得出了企业战略决定内部市场结构应然、内部定价调节内部市场结构实然的结论;以内部市场结构的实然与应然相一致为原则,构建了企业内部市场定价的理论模型,阐述了在各种内部市场结构应然要求下的内部定价方法、决策权安排、绩效考核标准和激励机制等。

The paper explores the problem of pricing in internal markets from the behavioral point of view. It firstly put forward and defines the concept of internal market structure using such variables as cooperation and competition between internal traders, and thus divides internal markets into four structural types, each of which is in turn, simple, competition oriented, cooperation oriented, and coopetition oriented. Secondly, after analyzing the influences of corporate strategies and internal pricing on internal cooperation and internal competition, it concludes that corporate strategies require the internal market to be a specific stuctural type, while internal pricing could lead the internal market to be a specific structural type. Finally, a theoritical model of pricing in internal markets is built according to that the actual type matches the required type of intenal market structure.