How To Manage an Aggressive Competitor
Business Horizons
March - April 2002

Abstract:
While the US economy sputters along, managers are pressured to continue growing their businesses. But the relatively easy growth of the 1990s has given way to a more challenging marketplace. As in the past, some managers will be tempted to use price competition to keep their companies growing. More thoughtful managers may well recognize that it is advisable to initiate price competition only in very specific circumstances. They too, however, may be forced to manage price competition initiated by others. The key to succeeding in this increasingly common scenario is deciding when and how to respond to those competitors.

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