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Pricing Strategies in Industrial Markets

Michael V. Laric (University of Connecticut, Storrs, USA)

European Journal of Marketing

ISSN: 0309-0566

Article publication date: 1 May 1980



Suggests that rapid rise of energy costs and worldwide inflation have altered pricing decisions importance. Provides an overview of the marketing literature on pricing — intending developing a conceptual framework and classification system for different types of pricing strategies in industrial markets. Strives to provide a more comprehensive basis for developing industrial pricing strategies in addition to earmarking the most relevant marketers' needs. Sectionalises the article and, in the first part, explores existing literature; the second part develops a taxonomy of purchasing situations. Closes by linking the pricing topics, identified previously, to the different purchasing situations. Lists, by topic, the articles used and these are in the Appendix to enable quick reference to potential users. Employs tables for extra emphasis to aid in explanation along with 2 Appendixes.



Laric, M.V. (1980), "Pricing Strategies in Industrial Markets", European Journal of Marketing, Vol. 14 No. 5/6, pp. 303-321.




Copyright © 1980, MCB UP Limited

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