Featured Article

PACCAR Pricing Spineometer: 2 of 5 Vertebrae

By Tim J. Smith, PhD May 16, 2025

PACCAR, a multinational truck, parts, and financing company, had a negative 2024. Examining PACCAR’s Truck, Parts, and Other business specifically, revenue fell 5% to $31 billion and earnings before interest and taxes fell 17% to $4.5 billion over the last year. (This article excludes PACCAR’s financial services business and makes no comments regarding how pricing should be managed in that line of business.) A review of PACCAR’s 28 January 2025 earnings call…

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In This Issue

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Integrated Marketing Environment Putting New Pressure on Sales Management

By James T. Berger September 1, 2006

When the integrated marketing communications movement took hold about a decade ago the main benefit appeared to be the opportunity to put…

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Big Online Wins for B-Markets

By Tim J. Smith, PhD August 1, 2006

Ever since the internet breached the boundaries of military and academic communications, its commercial application has expanded at a pace that appears…

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New Web Communications Tool
Attacks Problem of Press Release Accountability

By James T. Berger August 1, 2006

The scenario has been played out thousands of time between public relations agencies and clients. The agency reports on its results from…

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Value-Added Pricing A Strategic Weapon Against the Low-Priced Competitor

By James T. Berger July 1, 2006

The conventional wisdom holds that in a competitive marketplace the seller that offers the lowest price will always beat out its competitors.…

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