Abstract
This article examines the process by which the use of price-quantity discounts facilitates the formation of gray markets-alternative channels of distribution outside the control of the manufacturer. Some of the tactics commonly used to combat gray markets are discussed, and a revision of current quantity-discount pricing practices is called for as the most effective means of controlling the gray-market problem.
Original language | English |
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Pages (from-to) | 257-263 |
Number of pages | 7 |
Journal | Industrial Marketing Management |
Volume | 15 |
Issue number | 4 |
DOIs | |
State | Published - Nov 1986 |