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Management article
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Reference no. F0204D
Authors: Ajay Kohli (Harvard Business School); Robert S Lurie (Harvard Business School)
Published by: Harvard Business Publishing
Published in: "Harvard Business Review - Forethought", 2002
Length: 3 pages
Topics: Commodity markets; Commodities; Market segmentation; Target markets
Share a link: https://casecent.re/p/40676
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Abstract

Many commodities sellers resort to price cuts to attract customers; they fail to realize that their customers will pay premium prices for the right deals. The secret lies in reducing customers' risks.
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Abstract

Many commodities sellers resort to price cuts to attract customers; they fail to realize that their customers will pay premium prices for the right deals. The secret lies in reducing customers' risks.

Related

Sorry, this product has no related items.