Title

Separate Prices As A Marketing Tool

Comments

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Abbreviated Journal Title

Ind. Mark. Manage.

Keywords

Business; Management

Abstract

This paper emphasizes the importance of price differentials, charging different customers different prices for the same product or service, as a means of introducing flexibility into industrial pricing. 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. The study concludes 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 underlying rationale for charging differential prices.

Journal Title

Industrial Marketing Management

Volume

16

Issue/Number

2

Publication Date

1-1-1987

Document Type

Article

Language

English

First Page

79

Last Page

86

WOS Identifier

WOS:A1987H401000001

ISSN

0019-8501

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