Pricing Practices in Two Industries
Industrial Marketing Management
ISSN or ISBN
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.
Abratt, Russell and Pitt, Leyland F., "Pricing Practices in Two Industries" (1985). HCBE Faculty Articles. 978.