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Pricing

Pricing Last year was a busy year for pricers. American Airlines made a muchpublicized bid to simplify the industry's price structure. Procter & Gamble announced that it would drastically simplify its U.S. pricing system and eliminate much of the clutter of coupons, stocking incentives, and discounts. IBM and others announced several new software pricing approachessuch as modifiedtiered and hybrid pricingthat were intended to deal with the proliferation of channels through which their products are now sold and to better reflect the different levels of use that different customers get from an application. In Brussels, the European Commission EC was considering the findings of a report confirming many people's anecdotal impression Price differentials across Europe are hugeas much as 100 for some electronic capital goods and pharmaceuticals, for example. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business Strategy Emerald Publishing

Pricing

Sinclair, Stuart
Journal of Business Strategy , Volume 14 (3): 4 – Mar 1, 1993
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Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
0275-6668
DOI
10.1108/eb039554
Publisher site
See Article on Publisher Site

Abstract

Last year was a busy year for pricers. American Airlines made a muchpublicized bid to simplify the industry's price structure. Procter & Gamble announced that it would drastically simplify its U.S. pricing system and eliminate much of the clutter of coupons, stocking incentives, and discounts. IBM and others announced several new software pricing approachessuch as modifiedtiered and hybrid pricingthat were intended to deal with the proliferation of channels through which their products are now sold and to better reflect the different levels of use that different customers get from an application. In Brussels, the European Commission EC was considering the findings of a report confirming many people's anecdotal impression Price differentials across Europe are hugeas much as 100 for some electronic capital goods and pharmaceuticals, for example.

Journal

Journal of Business Strategy – Emerald Publishing

Published: Mar 1, 1993

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