Determinants of contractor pricing strategy

External research report English OPEN
Moses, O. Douglas;
  • Publisher: Monterey, California. Naval Postgraduate School
  • Subject: CONTRACTOR.
    acm: ComputerApplications_COMPUTERSINOTHERSYSTEMS

This paper investigates pricing strategies used by major defense contractors. Two pricing strategies are identified and discussed: penetration, which calls for a relatively low initial price followed by little reduction in price over time, and skimming, whic... View more
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