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Seller Pricing Strategies: A Buyer's Perspective
Author(s) -
Lamm David V.,
Vose Lawrence C.
Publication year - 1988
Publication title -
journal of purchasing and materials management
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 3.75
H-Index - 92
eISSN - 1745-493X
pISSN - 0094-8594
DOI - 10.1111/j.1745-493x.1988.tb00632.x
Subject(s) - business , key (lock) , task (project management) , principal (computer security) , pricing strategies , perspective (graphical) , marketing , process (computing) , microeconomics , industrial organization , economics , computer science , management , computer security , artificial intelligence , operating system
Understanding pricing strategies used by sellers is extremely important to a successful buyer. Several key variables can be identified and evaluated in determining the seller's pricing strategy and the conditions under which it was developed. Knowing how to recognize these variables and integrate them into the buying process is a challenging and demanding effort. The motivated buyer constantly hones his or her skills in this area, attempting to obtain the most advantageous business arrangement for the organization. This article identifies various seller pricing strategies and the principal variables involved in their analysis. The strategies and variables examined should significantly assist buyers in preparing for the buying task.