Selling small can be big business: Putting a price on piecemeal purchases

Abstract

Purpose

This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting‐edge research and case studies.

Design/methodology/approach

This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context.

Findings

The paper considers the reasons for the success of sachet marketing in economies such as the Philippines and India.

Practical implications

The paper provides strategic insights and practical thinking that have influenced some of the world's leading organizations.

Originality/value

The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy‐to digest format.

Citation

(2012), "Selling small can be big business: Putting a price on piecemeal purchases", Strategic Direction, Vol. 28 No. 5, pp. 6-8. https://doi.org/10.1108/02580541211222924