Certified value sellers

• Main Authors: ANDERSON, James, KUMAR, Nirmalya, NARUS, James A.
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2008
• Subjects: Sale management; industrial marketing; customer relations; market pricing; competition; Marketing; Sales and Merchandising
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/5203; https://ink.library.smu.edu.sg/context/lkcsb_research/article/6202/viewcontent/CertifiedValueSellers_2008_bsr.pdf
• Institution: Singapore Management University

Some companies think that offering deep discounts to buyers is the only way to sell their products in business markets. The authors propose a better way.