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A framework for strategic industrial pricing
Authors:Subhash C Jain  Michael V Laric
Abstract:A model for pricing decision making in an industrial setting is described. Written from the perspective of a price setter, the model starts with an evaluation of the relative strengths and weaknesses of both buyer and seller. These evaluations are then input into a strategic framework, which integrates tactical considerations with several environmental concerns. The article concludes with a set of strategic pricing alternatives, in a matrix form, to be used by price negotiators and pricing executives of industrial companies.
Keywords:Address correspondence to: Professor Michael V  Laric  School of Business  University of Connecticut  Storrs  Connecticut 06268  USA  
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