Price Setting and Volume Planning by Two European Industrial Companies: A Study and Comparison of Decision Processes

John U. Farley · James Mac Hulbert

42 citations0/0 files storedJournal of Marketing

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Consumer Market Behavior and Pricing Marketing and Advertising Strategies Supply Chain and Inventory Management

Abstract

Methodologies for analysis of industrial marketing decision systems are extended to allow systematic comparisons over decisions and over firms. Three such systems used by two firms to price and plan volumes for the French market are compared.

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2025Advances in Consumer Research 1964A Behavioral Theory of the Firm 1967Differentiation and Integration in Complex Organizations 1979An Information Processing Theory of Consumer Choice 2014The Behavior in Organizations 1950The Human Use of Human Beings 1973Managing the multinational enterprise 2023BEHAVIOR IN ORGANIZATIONS

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