Publication Type
Journal Article
Version
publishedVersion
Publication Date
3-2008
Abstract
Some companies think that offering deep discounts to buyers is the only way to sell their products in business markets. The authors propose a better way.
Keywords
Sale management, industrial marketing, customer relations, market pricing, competition
Discipline
Marketing | Sales and Merchandising
Research Areas
Marketing
Publication
Business Strategy Review
Volume
19
Issue
1
First Page
48
Last Page
53
ISSN
0955-6419
Identifier
10.1111/j.1467-8616.2008.00518.x
Publisher
Wiley
Citation
ANDERSON, James; KUMAR, Nirmalya; and NARUS, James A..
Certified value sellers. (2008). Business Strategy Review. 19, (1), 48-53.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/5203
Copyright Owner and License
Authors
Additional URL
https://doi.org/10.1111/j.1467-8616.2008.00518.x