Prepare to let go of customers

Wingham Rowan

Chapter Chapter 18 in Net Benefit, 1999, pp 181-182 from Palgrave Macmillan

Abstract: Abstract Any seller in GEMs could stipulate favoured buyers for whom he will drop prices. This could be automated so that, for instance, someone designated a member of a furniture store’s loyalty programme would always have cheaper prices displayed. But they would be shown to the customer seeking a new armchair alongside those of multiple other sellers. As she narrowed her search down, by defining perhaps style of chair, pattern of material, then cost and availability with delivery charges for each option already calculated, the chances of the store being in her final selection would be increasingly slim. It would probably be more beneficial to orientate the company towards market overview information, trying to predict trends and ‘own’ a niche: individually tailored leather armchairs perhaps. Instead of outlining a pricing formula for one product the company specifies a rate at which it will build chairs of different sizes. These options, on as yet unbuilt items, are offered to every buyer whose requirements they match with the details sheet giving a delivery timetable and emphasizing the benefits of madeto- measure seating.

Keywords: Price Formula; Test Drive; Cheap Price; Political Stance; Prospective Purchaser (search for similar items in EconPapers)
Date: 1999
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-333-98280-8_19

Ordering information: This item can be ordered from
http://www.palgrave.com/9780333982808

DOI: 10.1057/9780333982808_19

Access Statistics for this chapter

More chapters in Palgrave Macmillan Books from Palgrave Macmillan
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().