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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Selling Messages

By Tim J. Smith, PhD March 22, 2002

During the last month, I have attended a number of trade shows with vendors selling business software and hardware to large corporations.…

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Hanging Your Net Shingle, Part 6: Conclusion: Driving Action

By Tim J. Smith, PhD March 13, 2002

If corporate web sites are communication tools that can influence decisions and encourage positive actions, how can they drive actions? In this…

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Hanging Your Net Shingle, Part 5: Employees

By Tim J. Smith, PhD March 12, 2002

Corporate web sites are communication tools that can influence decisions and encourage positive actions. In this fifth in a series discussing the…

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Hanging Your Net Shingle, Part 4: Partners

By Tim J. Smith, PhD March 11, 2002

Corporate web sites are communication tools that can influence decisions and encourage positive actions. In this fourth of a five part series…

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