Search

Prepare your company for global pricing

<?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim" xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:schemaLocation="http://www.loc.gov/MARC21/slim http://www.loc.gov/standards/marcxml/schema/MARC21slim.xsd">
  <record>
    <leader>00000nab a2200000 i 4500</leader>
    <controlfield tag="001">MAP20071501455</controlfield>
    <controlfield tag="003">MAP</controlfield>
    <controlfield tag="005">20080418122820.0</controlfield>
    <controlfield tag="008">010110e20000923usa||||    | |00010|eng d</controlfield>
    <datafield tag="040" ind1=" " ind2=" ">
      <subfield code="a">MAP</subfield>
      <subfield code="b">spa</subfield>
    </datafield>
    <datafield tag="084" ind1=" " ind2=" ">
      <subfield code="a">922.113</subfield>
    </datafield>
    <datafield tag="100" ind1="1" ind2=" ">
      <subfield code="0">MAPA20080142278</subfield>
      <subfield code="a">Narayandas, Das</subfield>
    </datafield>
    <datafield tag="245" ind1="1" ind2="0">
      <subfield code="a">Prepare your company for global pricing </subfield>
      <subfield code="c"> Das Narayandas, John Quelch, Gordon Swartz</subfield>
    </datafield>
    <datafield tag="520" ind1="8" ind2=" ">
      <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>
    </datafield>
    <datafield tag="650" ind1="1" ind2="1">
      <subfield code="0">MAPA20080623081</subfield>
      <subfield code="a">Globalización de la economía</subfield>
    </datafield>
    <datafield tag="650" ind1="1" ind2="1">
      <subfield code="0">MAPA20080545062</subfield>
      <subfield code="a">Precios</subfield>
    </datafield>
    <datafield tag="650" ind1="1" ind2="1">
      <subfield code="0">MAPA20080568399</subfield>
      <subfield code="a">Competitividad</subfield>
    </datafield>
    <datafield tag="650" ind1="1" ind2="1">
      <subfield code="0">MAPA20080610913</subfield>
      <subfield code="a">Garantías contractuales</subfield>
    </datafield>
    <datafield tag="650" ind1="1" ind2="1">
      <subfield code="0">MAPA20080620707</subfield>
      <subfield code="a">Transparencia del contrato</subfield>
    </datafield>
    <datafield tag="650" ind1="1" ind2="1">
      <subfield code="0">MAPA20080560287</subfield>
      <subfield code="a">Proveedores</subfield>
    </datafield>
    <datafield tag="700" ind1="1" ind2=" ">
      <subfield code="0">MAPA20080145064</subfield>
      <subfield code="a">Quelch, John A.</subfield>
    </datafield>
    <datafield tag="700" ind1="1" ind2=" ">
      <subfield code="0">MAPA20080117184</subfield>
      <subfield code="a">Swartz, Gordon</subfield>
    </datafield>
    <datafield tag="773" ind1="0" ind2=" ">
      <subfield code="w">MAP20077000185</subfield>
      <subfield code="d">Boston</subfield>
      <subfield code="g">nº 1,Vol. 42, Fall 2000 ; p. 61-70</subfield>
      <subfield code="t">Sloan Management Review</subfield>
    </datafield>
  </record>
</collection>