Prepare your company for global pricing

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<title>Prepare your company for global pricing</title>
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<namePart>Narayandas, Das</namePart>
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<namePart>Quelch, John A.</namePart>
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<namePart>Swartz, Gordon</namePart>
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<abstract>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</abstract>
<note type="statement of responsibility"> Das Narayandas, John Quelch, Gordon Swartz</note>
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<topic>Globalización de la economía</topic>
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<topic>Precios</topic>
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<subject authority="lcshac" xmlns:xlink="http://www.w3.org/1999/xlink" xlink:href="MAPA20080568399">
<topic>Competitividad</topic>
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<subject authority="lcshac" xmlns:xlink="http://www.w3.org/1999/xlink" xlink:href="MAPA20080610913">
<topic>Garantías contractuales</topic>
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<topic>Transparencia del contrato</topic>
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<topic>Proveedores</topic>
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<title>Sloan Management Review</title>
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<identifier type="local">MAP20077000185</identifier>
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<text>nº 1,Vol. 42, Fall 2000 ; p. 61-70</text>
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