Profitable Pricing with IrrationalCompetitors and Rational Customers
Issue 2, 2005
Strategy

B2B markets are under pressure from various sides. In the current environment, managing prices is fast becoming one of the main management tools for survival. Deneffe and Rüdiger take a close look at how this environment has changed hitherto fixed pricing rules, what the most efficient pricing policies can look like, and how to implement new negotiation structures and procedures on a daily basis in order to ensure that B2B markets do not lose any more ground.