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| Author: | Shipley, D. Bourdon, E. |
| Title: | Distributor pricing in very competitive markets |
| Journal: | Industrial Marketing Management
1990 : AUG, 19:3, p. 215-224 |
| Index terms: | PRICING INDUSTRIAL SELLING DISTRIBUTION UNITED KINGDOM COMPETITION |
| Language: | eng |
| Abstract: | Effective pricing is essential for firms offering products or services that cannot be easily differentiated in markets where demand is flat and competitors are numerous. A survey of British industrial distributors supplying paper and engineered rebuy products is described, findings about pricing objectives, pricing methods, price responses to demand changes, influences on pricing decisions, followership of competitors' price changes, proportions of orders involving price discounts and reasons for providing price discounts are discussed. It is concluded that price competition is a widespread reality among British industrial distributors. Implications and a range of recommendations are offered. |
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