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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

1514

Abstract

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.

Keywords

Citation

Laric, M.V. (1980), "Pricing Strategies in Industrial Markets", European Journal of Marketing, Vol. 14 No. 5/6, pp. 303-321. https://doi.org/10.1108/EUM0000000004908

Publisher

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MCB UP Ltd

Copyright © 1980, MCB UP Limited

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