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| Author: | Levy, D. T. |
| Title: | Guaranteed pricing in industrial purchases. Making use of markets in contractual relations (Lieferbedingungen) |
| Journal: | Industrial Marketing Management
1994 : OCT, VOL. 23:4, p. 307-313 |
| Index terms: | |
| Freeterms: | PREISPOLITIK |
| Language: | eng |
| Abstract: | Industrial contracts, especially long term, often have provisions for price adjustments: cost-based pricing, escalator clauses, or tying prices to a published index. Meeting competition clauses and most favored customer clauses are two of the more prominent provisions that rely on the market to make price adjustments. Relying upon the recent transactions costs literature, the author examines how price guarantees affect the ability to enter and maintain contracts. He also considers strategic effects on other firms' pricing policies. |
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