In:
Journal of Marketing, SAGE Publications, Vol. 43, No. 2 ( 1979-03), p. 21-28
Abstract:
A long-standing marketing question is whether sales personnel should be given authority to set prices. The marketing literature contains theoretical support for the practice. This article, however, presents research results that argue the opposite. Among a sample of 108 firms, those giving salespeople the highest degree of pricing authority generated the lowest sales and profit performance.
Type of Medium:
Online Resource
ISSN:
0022-2429
,
1547-7185
DOI:
10.1177/002224297904300203
Language:
English
Publisher:
SAGE Publications
Publication Date:
1979
detail.hit.zdb_id:
2052318-X
detail.hit.zdb_id:
218318-3
SSG:
3,2
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