Dolan, Robert J.
January 1987
Marketing Science;Winter87, Vol. 6 Issue 1, p24
Academic Journal
The author is of course, pleased that a practitioner of Jack Frey's experience and insight found his paper of interest. In his view, DuPont is the home of some of the most innovative pricing work in industry. Most academics know of DuPont's "value-in-use" research which Irv Gross has shared with them at a number of conferences. In parallel with the research published here, He began a research project with two colleagues to develop answers to these questions. In Thomas Bonoma, Victoria Crittenden, and Robert J. Dolan, they report the results of field investigations in a variety of industries to shed light on these questions. While they were able to find some common threads, the finding I wish to cite in reply to Jack Frey is that: "The significant variation in what managers are most concerned about signals limited managerial attention to, interest in, and use of "general purpose" pricing prescriptions academics strive to establish." With respect to the specifics of his work published here, the extensions suggested by Frey are fruitful areas.


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