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| Author: | Boissin, J-Ph. |
| Title: | La fixation du prix du project: de la modelisation a l'action marketing = Project pricing: from model building to action marketing |
| Journal: | Revue Francaise du Marketing
1990 : /2-3, NO. 127-128, p. 107-127 |
| Index terms: | PROJECTS PRICING MARKETING MODELS PROJECT APPRAISAL COMPETITION TENDER OFFERS NEGOTIATION |
| Language: | fre |
| Abstract: | Some of the main factors of project price determination are examined. The role of checklists and models in pricing is highlighted. The Friedman model (1956) is described and analyzed. The role of prices in the project selection is considered using a broader framework of the selection process. The most important phases of a project tender process are examined. The competition, the negotiation process and the techniques of conflict reduction are also analyzed. Some strategic and tactical aspects of pricing are studied. The value of information in project pricing is demonstrated. |
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