Pricing pp 78-95 | Cite as

Pricing Decisions by Manufacturers

  • Nessim Hanna
  • H. Robert Dodge


The structure of industry has changed dramatically in the last decade. The major forces of change are the global impact, changing competitive conditions calling for a sharper focus on customers, greater operational effectiveness and flexibility, and critical changes in customers and market structures.


Price Strategy Profit Maximization Price Discrimination List Price Price Decision 
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  1. 1.
    Robert F. Lanzillotti ‘Pricing Objectives in Large Companies’, in D. F. Mulvihill and S. Paranka, eds, Price Policies and Practices (New York: John Wiley 1967) pp. 63–83.Google Scholar
  2. 2.
    Richard M. Cyert and James G. March A Behavioral Theory of the Firm (Englewood Cliffs, NJ: Prentice-Hall 1963).Google Scholar

Copyright information

© Nessim Hanna and H. Robert Dodge 1995

Authors and Affiliations

  • Nessim Hanna
    • 1
  • H. Robert Dodge
    • 2
  1. 1.Northern Illinois UniversityUSA
  2. 2.Department of MarketingEastern Michigan UniversityUSA

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