HCBE Faculty Articles

Title

Pricing Practices in Two Industries

Document Type

Article

Date

11-1985

Publication Title

Industrial Marketing Management

ISSN or ISBN

0019-8501

Volume

14

Issue

4

First Page

301

Last Page

306

Description

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

10.1016/0019-8501(85)90023-9

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