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| Tekijä: | Shipley, D. Bourdon, E. |
| Otsikko: | Distributor pricing in very competitive markets |
| Lehti: | Industrial Marketing Management
1990 : AUG, VOL. 46E - 19:3, p. 215-224 |
| Asiasana: | |
| Vapaa asiasana: | PREISPOLITIK, HANDELSBETRIEBE, MARKTMECHANISMUS |
| Kieli: | eng |
| Tiivistelmä: | In depressed markets where multiple suppliers are marketing relatively undifferentiated product offerings, effective pricing is a paramount necessity. This article discusses findings on pricing practices by industrial distributors operating in these types of conditions. It found substantial downward price flexibility, extensive discounting, and widespread price competition. Other results discussed relate to pricing objectives, methods, and influences. A range of recommendations if offered. |
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