Assesses the extent to which environmental turbulence is affecting the pricing behavior of industrial marketers …. Introduces a conceptual model, based on a review of the available literature, in which pricing behavior is the result of changing …

innovation and aggressive pricing strategy to that of the achievement of short‐term objectives such as the satisfaction of … financial markets and shareholders. Describes an eight‐year study tracking the use of pricing strategy by industrial firms in … instead of reacting defensively, abandoning pricing as a market strategy or using it for short‐term profitability, US business …

Discusses ten principles applicable to pricing. Includes revenue‐generating, market share and cost strategies. Notes … that astute pricing requires design of a second price discount schedule and pricing plans should not be overly complex or …

send to decision makers. Concludes pricing and billing should reinforce company messages, sent in sales presentations and …

need not be seen as a giant sucking sound, eliminating all of a company’s pricing power. Through astute use of strategies … such as the ones discussed in this article, many companies can continue to raise prices. The authors discuss such pricing …

Much attention has been paid to the pricing of goods, but services now constitute almost half of the US economy and … they have their own pricing requirements. Services differ from goods in that the choice of pricing structure is more fluid …

Purpose – Looks at the issue of repricing stock options for CEOs and other senior managers when existing option are … under water. The board of directors has the option of exchanging existing options (i.e. the underwater options) for new …

Purpose – The purpose of this article is to reveal several issues surrounding old style twentieth century pricing traps … – Pricing is vital component to revenue and profit success and needs to be a functional lever for every company. Practical … can be accomplished by establishing a viable and value‐based pricing strategy. Original/value – Pricing strategy is an …