Pricing Practices in Two Industries

Author(s)

Russell Abratt, Nova Southeastern UniversityFollow
Leyland F. Pitt

Document Type

Article

Publication Title

Industrial Marketing Management

ISSN

0019-8501

Publication Date

11-1985

Abstract/Excerpt

Although a critical part of marketing decision making, very little has been written about industrial pricing policy and strategy. This article has three objectives: First, to report the pricing practices of the chemical and construction industries; Second, to compare their pricing policies; and third, to develop a simple pricing framework for industrial marketers. The results of this study are interesting and somewhat unexpected. The buyer and his behavior only play a small part in pricing policy. A pricing framework or model is presented in a logical and systematic way.

DOI

https://doi.org/10.1016/0019-8501(85)90023-9

Volume

14

Issue

4

First Page

301

Last Page

306

NSUWorks Citation

Abratt, Russell and Pitt, Leyland F., "Pricing Practices in Two Industries" (1985). HCBE Faculty Articles. 978.
https://nsuworks.nova.edu/hcbe_facarticles/978