This article examines how firms can develop a competitive defense strategy that minimizes both the self- and competitor-inflicted damages of price competition. It explains that before acting to defend market share or initiate price cuts, managers must anticipate the long-term strategic consequences and weigh them against the short-term benefits. A pricing decision should never be made simply to make the next sale or meet some … [ Read more ]
Content: Article | Authors: George E. Cressman Jr., Thomas T. Nagle | Source: Strategic Pricing Group | Subject: Marketing / Sales
Hammered by competitive thrusts and pressured by customer demands for lower prices, companies are increasingly finding prices in a downward spiral. But price problems are rarely pricing problems! Value pricing provides the alternative!
Content: Article | Author: George E. Cressman Jr. | Source: CEO Refresher | Subjects: Management, Pricing