haku: @indexterm Industrial marketing / yhteensä: 439
viite: 257 / 439
| Tekijä: | Morris, M. H. |
| Otsikko: | Separate prices as a marketing tool. |
| Lehti: | Industrial Marketing Management
1987 : MAY, VOL. 16:2, p. 79-86 |
| Asiasana: | INDUSTRIAL MARKETING PRICING |
| Kieli: | eng |
| Tiivistelmä: | The use of price differentials, i.e. charging different customers different prices for the same product, is examined. Managerial, legal and ethical aspects of this practice are discussed. Results of a survey of the awareness levels, attitudes, and behavior of industrial marketing managers are summarized. It is concluded that differentials are widely used, and are viewed quite favorably by managers. They are not well managed, however, in part due to a failure to appreciate the rationale for charging differential prices. |
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