Product details

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.
Prize winner
Case
-
Reference no. IMD-5-0473
Subject category: Marketing
Published by: Institute for Management Development (IMD)
Originally published in: 1995
Version: 30.04.2003
Length: 8 pages
Data source: Field research
Topics: Pricing

Abstract

Pricing policy case of European sales division of Computron, an American manufacturer of computers. The company prepares a bid to sell a new computer to its largest Polish customer, Slavisky & Cie. The issue is how to determine the appropriate price for the computer. Should Computron cut price to win bid, although contrary to its policy of maintaining prices?
Location:
Industry:
Other setting(s):
1994

About

Abstract

Pricing policy case of European sales division of Computron, an American manufacturer of computers. The company prepares a bid to sell a new computer to its largest Polish customer, Slavisky & Cie. The issue is how to determine the appropriate price for the computer. Should Computron cut price to win bid, although contrary to its policy of maintaining prices?

Settings

Location:
Industry:
Other setting(s):
1994

Related


Awards, prizes & competitions