资源描述：
《the case of the pricing predicament》由会员上传分享，免费在线阅读，更多相关内容在工程资料-天天文库。
1、www.hbr.orgHBRCASESTUDYANDCOMMENTARYWhatwouldyoudo?TheCaseofthePricingFourcommentatorsofferexpertadvice.PredicamentbyMaryKarr•Reprint88205HBRCASESTUDYTheCaseofthePricingPredicamentbyMaryKarrAssoonasScottPalmer’ssecretarytoldhim“Whatdoyoumean?”thatJoanneBrakerfromOccidentalAerospace“Youknowwehavetol
2、ookhardatanumberwasonthephone,heknewhewasinforalongofdifferentvendorsonpurchasesofthissize.day.InheritingtheOccidentalaccounthadAndyourbidiswellabovethecompetition’s.helpedhimearntopsalescommissionslastKakuchicameinunder$390,000,andAkitayear,hisfirstatStandardMachineCorpora-Limitedatalittleover400K.
3、”tion.Butamonthago,JoanneinformedScottShewaited,andScottwaitedback,notwant-ofthepurchasingdepartment’snew,moreag-ingtoshowhisanxiousness.“ThewayIcountgressivecompetitivebidpolicy,andsaiditit,”shefinallycontinued,“you’re$22,000toowouldapplytotheacquisitionofacomputer-high,andIjustcan’tsellthathere.”i
4、zedmillingmachineforOccidental’snew“Well,Joanne,yougetwhatyoupayforintrainingcenter.thisworld.YouknowthatStandard’sgottheScottneverthelesssubmittedhis$429,000bestmachinetoolequipmentintheworld.Notproposalwithgreatconfidenceandeventomentionourserviceandtraining.Sowehaveboastedtohisregionalsalesmanage
5、rthatthetosellatsensiblelistprices,nomorenoless,ifdealwas“inthebag.”Aftertwoweeksofunre-wewanttokeepprovidingthekindofproductsturnedphonecalls,however,Scottgotthefeel-andserviceyouexpectfromus.”inghisconfidencehadbeensorelymisplaced.ScottbegantorecountOccidental’slongand“Hi,Joanne.Longtime,nohear.Wh
6、at’sup?”fruitfulrelationshipwithStandard,andtheun-Joannegotrighttothepoint.“Scott,I’vegotmatchedperformanceofitsmilling,grinding,a$22,000problemyoucansolve.”andboringmachines.ButJoanneinterrupted.OPYRIGHT©1988HARVARDBUSINESSSCHOOLPUBLISHINGCORPORATION.ALLRIGHTSRESERVED.CHBR’scases,whicharefictional,
7、presentcommonmanagerialdilemmasandofferconcretesolutionsfromexperts.harvardbusinessreview•hbr.org•march–april1988page1TheCaseofthePricingPredicament•••HBRCASESTUDY“Scott,youdon’thavetosellmeonyourequip-qual
