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Erschienen in:
2015 | OriginalPaper | Buchkapitel
Pricing in a Closed Bid Environment
verfasst von : Paul D. Boughton
Erschienen in: Proceedings of the 1984 Academy of Marketing Science (AMS) Annual Conference
Verlag: Springer International Publishing
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Closed competitive bidding results in business awarded to qualified suppliers primarily on the basis of price. In developing a bidding strategy the firm must balance the objective of making a profit against the requirement of bidding low enough to win the job. Quantitative bidding models have been developed to aid the bidder in assessing the probability that a particular bid will return an optimum level of profit. The models, however, suffer from constraints which limit their usefulness. A systems model is proposed, which introduces a new set of variables and expands the information base upon which the bidding strategist may draw.