NOVEMBER 8 2012
Whether the relationship is business-to-business or business to consumer, the value proposition to the buyer is a complex. It is an ever-changing and vital set of decisions and perceptions. If this complexity is managed efficiently, deep and sustainable engagement can be achieved. Maybe the trickiest part of this relationship is pricing. Since price is such a dominant factor in a buying decision, the way in which a buyer is affected by price variations in the immediate and long term will directly impact engagement, longevity, purchases, and loyalty. Despite this critical impact, price is usually ignored in…
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