Title

Four Components Of Effective Pricing

Abstract

Industrial firms tend to manage prices in a fairly reactive and piecemeal fashion, with a heavy reliance on formula-based methods. This article introduces the concept of a strategic pricing program (SPP) to price determination. The program consists of four components: price objectives, strategy, structure, and levels. Each component is explained, relationships among them are established, and the program then is linked to corporate strategy. © 1990.

Publication Date

1-1-1990

Publication Title

Industrial Marketing Management

Volume

19

Issue

4

Number of Pages

321-329

Document Type

Article

Personal Identifier

scopus

DOI Link

https://doi.org/10.1016/0019-8501(90)90004-F

Socpus ID

38249016310 (Scopus)

Source API URL

https://api.elsevier.com/content/abstract/scopus_id/38249016310

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