The impact of computer usage by purchasing

Article Abstract:

This research examined the current use of computers by purchasing departments and identifies trends that will affet the interaction of business marketers with those purchasing departments. It was found that extensive advances have been made in computer use by purchasing personnel and trends toward more sophisticated usage are obvious. These changes indicate more sophisticated manufacturing systems, different ways of dealing with inventory, and changes in buyer/seller behavior patterns that are becoming more widespread. Business marketers must adjust to these changes in the selling environment. This article explores a number of ways to deal with these changes. (Reprinted by permission of the publisher.)

Usage, Microcomputers, Technology application, Purchasing departments

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Pricing imitative new products

Article Abstract:

This article develops an operational procedure for pricing an imitative new product that targets business customers. We view entry pricing as a component of overall entry strategy and suggest that an effective pricing must be consistent with the product's user-benefit, market-entry time, and overall positioning strategy. The results confirm that the entry price is positively associated with the product's user-benefit and negatively related to the product's entry time. (Reprinted by permission of the publisher.)

Methods, Prices and rates, Product management, New products, Product introduction

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Market-based pricing: beyond price-performance curves

Article Abstract:

In this article we extend the concept of price-performance curves to a methodology of value-based pricing for industrial markets. The concept of price-performance curves and the limitations of its traditional application as a pricing tool are discussed. We broaden the simple price-performance curve into a market-based performance-price analysis. A step-by-step procedure is proposed. (Reprinted by permission of the publisher.)

Research, Performance

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