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competitive pricing in business market

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competitive pricing in business market

  1. 1. Competitive Pricing in BusinessMarketsB2B MarketingHKUSTSpring 2013Professor Yi XIANG
  2. 2. Topic TodayPlacePriceProductPromotionFirmCompetitiveadvantageCompany report &market researchStrategic decision& informationIndustrial brandingKey account managementSales force managementNew productsCompetitive pricing
  3. 3. Content– Competitive pricing– Cooperative pricing
  4. 4. Competitive pricingq  Predatory Pricing to deter entry or toforce a competitor to exit (illegal).q  Bidding
  5. 5. Cooperative pricingCooperative pricing methods–  Round table collusion (e.g. Telecom)–  “Umbrella pricing” and “price leadership” (e.g. Fortis)

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