search query: @author Garda, R. A. / total: 3
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| Author: | Garda, R. A. |
| Title: | Use tactical pricing to uncover hidden profits |
| Journal: | Journal of Business Strategy
1991 : SEP-OCT, VOL. 12:5, p.17-23 |
| Index terms: | PRICING PROFIT COMPANY PERFORMANCE COMPETITION PROFITABILITY |
| Language: | eng |
| Abstract: | Astute competitors are turning to the flip side of cost-price - for the next wave of performance enhancement. Tactical pricing is one of the great unused profit levers available to management. It can help a company: (1) Shift the mix of orders toward more profitable products; (2) Reduce the amount of money "left on the table" in winning situations; (3) Gain share by selectively cutting price with specific customers - where doing so will not lead to a price war; (4) Appear to exert upward pressure on industry prices in order to misdirect and confuse competitors. |
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