Managing Price Competition

Format: Article

Posted in Increase B2B Sales, Quantify Customer Value


No weapon in a marketer’s arsenal can boost sales more quickly than price, so it’s easy to become seduced by discounting and fail to recognize the long-term consequences. Here, we look at the experience of a large building products manufacturer, which had been profitable as a market share leader, even with a small price premium. Yet it had long been losing market share due to aggressive price competition, and new management was determined to reverse this trend.

Please fill out the following form to access Managing Price Competition by Thomas Nagle.  You will receive an email with a link to download the article after submission.

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