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Details van artikel 7 van 62 gevonden artikelen
| Titel: |
A Method for Estimating the Profit Impact of a Discount Scheme |
| Auteur: |
Kalafatis, Stavros P. Denton, Adam |
| Verschenen in: |
Journal of business-to-business marketing |
| Paginering: | Jaargang 7 (2000) nr. 1 pagina's 19-43 |
| Jaar: |
2000-06-08 |
| Inhoud: |
Models designed to assist in the development of discount structures have, almost exclusively, been based on volume or order quantities. At the same time it is true to say that most discount structures offered are difficult to interpret and do not take into account two key elements of business interactions, i.e., the provider's cost of implementing the structure and the customers' perceived benefits. This paper provides a simple method which takes the above into consideration and which can be employed in both devising discount structures and assessing their implications in terms of profits. Furthermore, the proposed method enables the development of either a single discount structure for the whole customer base or a variety of structures to meet requirements by specific market segments. The proposed method is demonstrated through an actual application. |
| Uitgever: |
Routledge |
| Bronbestand: |
Elektronische Wetenschappelijke Tijdschriften |
Details van artikel 7 van 62 gevonden artikelen
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