Featured Article

Trump’s Tariffs

By Tim J. Smith, PhD March 12, 2025

Trump initiated tariffs with major U.S. trading partners on 1 February, then retracted them on 3 February. Executives across the North American continent expressed uncertainty regarding their preparedness for the possible supply chain and economic shocks. For executives at manufacturing and distribution companies with supply chains that stretch across borders, pricing decisions must be made at a highly accelerated pace to manage the economic shocks associated with new tariffs. Today, more than…

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In This Issue

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Sell with the Right Staff – Reflexis

By Tim J. Smith, PhD July 7, 2004

Founded in 1998, Reflexis has grown to 50 employees by helping retailers dynamically manage their workforce and work requirements. For instance, retailers…

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4+1 Pricing Mechanism

By Tim J. Smith, PhD June 23, 2004

When businesses charge different customers different prices, what are the determinant factors? Is this pure value-perception pricing or are underlying factors used…

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Legality of Price Discrimination

By Tim J. Smith, PhD June 23, 2004

Are pricing mechanisms that charge different prices to different customers in business markets legal? More than any other issue, concerns of the…

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Listen to Customers – Descartes Systems Group

By Tim J. Smith, PhD June 23, 2004

Founded in 1981, this public company achieved $62 million in revenue in 2003 and has over 2500 customers in 60 countries. Recently,…

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