Managing Price Competition

Nagle, Thomas T.
June 1993
Marketing Management;1993, Vol. 2 Issue 1, p36
No pricing decision should ever be made simply to make the next sale, or to meet some short-term sales objective. Those who price successfully in competitive markets know that the goal is not just winning sales, but also ensuring that those sales remain worth winning in the future. Managers must anticipate how pricing decisions will affect their company's long-term competitive position and formulate strategies that prevent competition from undermining industry profitability. Such strategies require planning, managing information, and judiciously selecting confrontations. INSETS: Market share and profitability: Is bigger better?.;Excutive briefing..


Related Articles

  • REDBOOK EXCLUSIVE Save!  // Redbook;Jun2012, Vol. 218 Issue 6, p54 

    The article offers information on several discount coupons for buying branded clothes and accessories.

  • Collect those coupons. CLAYTON, VICTORIA // Fit Pregnancy;Aug/Sep2012, p108 

    The article offers suggestions on how to collect store coupons for saving money while shopping.

  • "Do You Have a Coupon For That?". Healy, John; Nelson, Bruce // Journal of State Taxation;Mar/Apr2007, Vol. 25 Issue 3, p11 

    The article discusses the implication of the sale price in sales tax transactions. It is stated that presenting discounts, coupons, rebates and other promotional reimbursements ensure a wide variation between what is paid and what is received. These transactions have afflicted the streamlined...

  • Coupon use low among young, working women.  // Marketing News;4/10/87, Vol. 21 Issue 8, p24 

    The article discusses the findings of a study by consumer panel service NPD///Marketrax regarding the efficacy of coupons as a means of reaching important consumer groups. The study found that coupons are ineffective and it has nothing to do with low production. The behavior of heavy coupon...

  • Click and Clip. Allen, Debra // Link-Up;Sep/Oct2000, Vol. 17 Issue 5, p27 

    Features several Web sites about couponing and refunding. Refunding Makes Cents site; Q-pon.com; Refundsweepers; ValuPage; CoolSavings.

  • Battling PBM costs.  // Employee Benefit Adviser;Oct2012, Vol. 10 Issue 10, p8 

    The article stresses monitoring the coupon and rebating strategies that seek to retain allegiance to brand-name drugs which could affect companies' savings from increased generic drug availability.

  • Coupons Versus Rebates. Qiang Lu; Moorthy, Sridhar // Marketing Science;Jan/Feb2007, Vol. 26 Issue 1, p67 

    This paper examines a key difference between two promotional vehicles, coupons and rebates. Whereas coupons offer deals up front, with the purchase of the product, rebates can be redeemed only after purchase. When consumers experience uncertain redemption costs, this difference translates to a...

  • AN ECONOMIC RATIONALE FOR COUPONING: A COMMENT. Rieber, William J. // Quarterly Journal of Business & Economics;Autumn86, Vol. 25 Issue 4, p71 

    Argues that coupon redemption may lower prices to all consumers and increase the firm's profits as well. Relation of price discrimination association with coupon redemption on price levels to both users and nonusers of coupons; Welfare considerations regarding coupon redemption.

  • REPLY TO 'AN ECONOMIC RATIONALE FOR COUPONING: A COMMENT' Houston, Douglas A.; Howe, John S. // Quarterly Journal of Business & Economics;Autumn86, Vol. 25 Issue 4, p75 

    Talks about the economic rationale for coupon redemption. Consideration regarding the intermarket price discrimination through couponing; Discussion on the possibility that both elastic and inelastic market segments could receive lower prices than under a single price tactic.


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics