Date of Conferral



Doctor of Business Administration (D.B.A.)


Business Administration


Jaime J. Klein


Business leaders who fail to maximize gross profits place organizations at an increased risk of failure. Grounded in Jules Dupuit’s cost-benefit analysis theory, the purpose of this quantitative ex post facto study was to examine the relationship between part price, secondary discounts, and gross profit in the heavy-duty trucking industry. Archival data records (N = 21,485) for 2019 part sales in the heavy duty trucking industry were analyzed using multiple linear regression. The multiple regression results indicated the full model, containing the 2 predictor variables (secondary discount and part price), was able to predict gross profit, F (1, 21483) = 106.531, p =.001, R2 = .293. Both secondary discount and part price made a statistically significant contribution to the model. A recommendation is for parts managers and business leaders to implement internal training on the importance of part pricing and gross profit goals. The implications for positive social change include the opportunity for parts managers and organizational leaders to gain an understanding of part pricing strategies, its impact on gross profit earnings, and the potential to increase employment opportunities.