Bibliographic Metadata
Bibliographic Metadata
- TitlePricing in the crisis? : an empirical analysis
- Author
- Is part ofJournal of Business Chemistry, Issue Journal of Business Chemistry, page 35-45
- Published
- AnnotationSection "Practicioner’s Section"
- LanguageEnglish
- Document typeJournal Article
- URN
Restriction-Information
- The document is publicly available on the WWW
Links
- Social MediaShare
- Reference
- IIIF
Files
Classification
Abstract
In an empirical survey on pricing, teamsteffenhagen GmbH analyzed the impact of the financial and economic crisis 2008 / 2009 on the chemical industry. 80 pricing managers gave insights into the effects of the crisis, the concernment triggered by the crisis and the counter measures that were employed in the companies. The analysis uncovers success factors which promise successful pricing in times of crises. These include, among others, a high pricing performance already before the crisis, a clear structure of the pricing processes, a result-oriented alignment of the pricing, a good knowledge of the advantage of the own products in the processes of the customers and in the competitive environment, as well as pro-active pricing approaches.During the crisis, it is vital to gain more information on the financial situation of the customers to substantially invest in marketing and distribution, to limit abatements, and to ensure professionalismin pricing despite the turbulences of the crisis. In summary, these factors denote sufficient reasons for an increase of professionalism of the pricing.
Stats
- The PDF-Document has been downloaded 3 times.