Pricing: A Guide to Global Pricing

Abstract

Last year was a busy year for pricers. American Airlines made a much‐publicized bid to simplify the industry's price structure. Procter & Gamble announced that it would drastically simplify its U.S. pricing system and eliminate much of the clutter of coupons, stocking incentives, and discounts. IBM and others announced several new software pricing approaches—such as “modifiedtiered” and “hybrid” pricing—that were intended to deal with the proliferation of channels through which their products are now sold and to better reflect the different levels of use that different customers get from an application. In Brussels, the European Commission (EC) was considering the findings of a report confirming many people's anecdotal impression: Price differentials across Europe are huge—as much as 100% for some electronic capital goods and pharmaceuticals, for example.

Citation

Sinclair, S. (1993), "Pricing: A Guide to Global Pricing", Journal of Business Strategy, Vol. 14 No. 3, pp. 16-19. https://doi.org/10.1108/eb039554