HCBE Faculty Articles
Pricing Practices in Two Industries
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
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
