The impact of computer usage by purchasing
Article Abstract:
This research examined the current use of computers by purchasing departments and identifies trends that will affet the interaction of business marketers with those purchasing departments. It was found that extensive advances have been made in computer use by purchasing personnel and trends toward more sophisticated usage are obvious. These changes indicate more sophisticated manufacturing systems, different ways of dealing with inventory, and changes in buyer/seller behavior patterns that are becoming more widespread. Business marketers must adjust to these changes in the selling environment. This article explores a number of ways to deal with these changes. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1992
User Contributions:
Comment about this article or add new information about this topic:
Pricing imitative new products
Article Abstract:
This article develops an operational procedure for pricing an imitative new product that targets business customers. We view entry pricing as a component of overall entry strategy and suggest that an effective pricing must be consistent with the product's user-benefit, market-entry time, and overall positioning strategy. The results confirm that the entry price is positively associated with the product's user-benefit and negatively related to the product's entry time. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1991
User Contributions:
Comment about this article or add new information about this topic:
Market-based pricing: beyond price-performance curves
Article Abstract:
In this article we extend the concept of price-performance curves to a methodology of value-based pricing for industrial markets. The concept of price-performance curves and the limitations of its traditional application as a pricing tool are discussed. We broaden the simple price-performance curve into a market-based performance-price analysis. A step-by-step procedure is proposed. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1990
User Contributions:
Comment about this article or add new information about this topic:
- Abstracts: The battle to survive. Bracing for the 'gold-rush'. Winning webs
- Abstracts: The value of company newsletters and magazines. Successfully using telemarketing in industrial sales. How buyers and operations personnel evaluate service
- Abstracts: The illusion of recovery. Silicon quandary. The hard sell for management software
- Abstracts: Simultaneous new product development: reducing the new product failure rate. Generating and screening new product ideas
- Abstracts: Where the customer is king. Watch your body language. Coping with re-entry shock