Presentation
With today's tough economy, most companies find themselves under increasing price pressure. Yet we all know that price concessions can easily lead to price wars. How, then, do you decide:
This course introduces a strategic framework that can help answer questions like these. The framework identifies three separate strategic arenas that make up most B-to-B markets. Based on products' different value positions, each calls for different market share goals, pricing strategies, and competitive engagement postures in the pursuit of sustainable profits.
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