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Prepare your company for global pricing
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MAP20071501455
Narayandas, Das ‌
Prepare your company for global pricing / Das Narayandas, John Quelch, Gordon Swartz
As globalization increases, customers will rachet up pressure on suppliers to accept global-pricing contracts (GPCs). Purchasers may promise international markets, guaranteed production volumes and improved economies of scale and scope. But what if they fail to deliver or if suppliers' global price transparency inspires them to make unrealistic demands? Suppliers must make three key decisions: whether to ursue a GPC, how to negotiate the best terms and how to keep a global relationship on track
En: Sloan Management Review. - Boston. - nº 1,Vol. 42, Fall 2000 ; p. 61-70
1. Globalización de la economía ‌. 2. Precios ‌. 3. Competitividad ‌. 4. Garantías contractuales ‌. 5. Transparencia del contrato ‌. 6. Proveedores ‌. I. Quelch, John A. ‌. II. Swartz, Gordon ‌. III. Title.