haku: @author Ryans, A. B. / yhteensä: 9
viite: 3 / 9
| Tekijä: | Day, G. S. Ryans, A. B. |
| Otsikko: | Using price discounts for a competitive advantage. |
| Lehti: | Industrial Marketing Management
1988 : FEB, VOL. 17:1, p. 1-14 |
| Asiasana: | MARKETING STRATEGY PRICE CUTTING COMPETITIVENESS |
| Kieli: | eng |
| Tiivistelmä: | Discount programs are discussed. Literature about the topic is reviewed. Examples are presented and analysed. Types of discount programs are identified. Selective discount is discussed as a major element of a focus strategy. Forms of selectivity are described. Supplier benefits are evaluated. The impact of a cumulative quantity discount structure on a customer's total costs is examined. Decisions concerning the selecting of the discount schedule are outlined. Common forms of discount are compared. Factors influencing the discount decisions are analysed. Testing the price discount program is discussed. Implementation problems are mentioned. Advantages are summarized. |
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