Terms of Sale: Theory and Practice

Author: Hill R.A.  

Publisher: Emerald Group Publishing Ltd

ISSN: 0309-0566

Source: European Journal of Marketing, Vol.13, Iss.8, 1993-12, pp. : 309-336

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Abstract

Illustrates how terms of sale can influence demand for a firm's products and how a firm can model the best combination of credit policy variables. Analyses the results of a credit policy questionnaire designed specifically for sales respondents. Shows how credit policy produces organizational conflict and suboptimization when separated from the sales or marketing functions.