As companies develop a competitive defense strategy that minimizes both to himself and to damage competitors price competition? Before acting to protect market share or start lowering prices, managers must anticipate long-term strategic implications and weigh them on short-term gains. Pricing decision should never be just to make the next sale or to meet some short-term goals of sales, but also to enhance the long-term ability of the company to operate profitably. Prices, how to play chess. Those who are moving on one - seek to minimize the direct loss or exploit immediate opportunities - always lose those who currently play a few moves ahead "Hide
. by George E. Cressman, Jr., Thomas T. Nagle Source: Business Horizons 8 pages. Publication Date: March 15, 2002. Prod. #: BH071-PDF-ENG
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