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Volume 13, Issue 8
1 August 1979
European Journal of Marketing Cover Image for Volume 13, Issue 8
Research Article| August 01 1979

Terms of Sale: Theory and Practice Available to Purchase

R.A. Hill
R.A. Hill
Leicester Polytechnic, Leicester, UK
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Author & Article Information
Publisher: Emerald Publishing
Online ISSN: 1758-7123
Print ISSN: 0309-0566
© MCB UP Limited
1979
European Journal of Marketing (1979) 13 (8): 309–336.
https://doi.org/10.1108/EUM0000000004963

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.

Keywords:
Terms and conditions, Marketing, Credit control, Salesforce, Benefits
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© MCB UP Limited
1979
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