Prepare your company for global pricing

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      <subfield code="c"> Das Narayandas, John Quelch, Gordon Swartz</subfield>
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      <subfield code="a">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</subfield>
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      <subfield code="g">nº 1,Vol. 42, Fall 2000 ; p. 61-70</subfield>
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