The Benefits of Delivered Pricing
Gary Davies
(Department of Business Studies, Manchester Polytechnic)
Jerry Fitchett
(TNT‐IPEC UK Ltd, Northampton)
Keith Gumbrell
(TNT‐IPEC Holdings BV, Netherlands)
236
Abstract
Exporters are encouraged to “sell delivered”. An analysis of survey data on the terms of delivery on exports and imports used by French, German and British companies is presented. It is concluded that many firms prefer non‐delivered terms. The effects of changing to delivered terms are demonstrated in a second survey of British firms, and the advantages of this system are highlighted.
Keywords
Citation
Davies, G., Fitchett, J. and Gumbrell, K. (1988), "The Benefits of Delivered Pricing", European Journal of Marketing, Vol. 22 No. 1, pp. 47-57. https://doi.org/10.1108/EUM0000000005267
Publisher
:MCB UP Ltd
Copyright © 1988, MCB UP Limited