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S. Hart (1987)
The Use of the Survey in Industrial Market ResearchJournal of Marketing Management, 3
F. Webster (1976)
The Role of the Industrial Distributor in Marketing StrategyJournal of Marketing, 40
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Modern industrial marketing
In most highly competitive markets, the use of certain strategicand tactical pricing practices is a key factor in determiningprofitability. Discusses the extent to which these practices can benefita firm. Evidence from research conducted in the markets of two groups ofindustrial distributors paper merchants and engineers distributorssuggests that price wars are inevitable under certain market conditions,and that a strong and defensible position in the market is a necessaryprerequisite for control of price levels. The purchase of market shareby investment, rather than competition, emerges as the preferredstrategy for firms wishing to make a longterm commitment to remainingin a highly competitive market.
Management Decision – Emerald Publishing
Published: Apr 1, 1992
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