“Price discounting is one of my pet peeves,” says Sharmila Chatterjee. No, the academic head for the Enterprise Management (EM) Track of MIT Sloan School of Management’s MBA program doesn’t have it out for customers looking for a deal. Rather, this is a stitch in a running thread of conversation about bigger-picture thinking honed from years of research. Chatterjee is a business-to-business (B2B) marketing expert and an award-winning case writer who examines issues in the domains of channels of distribution, sales force management, and relationship marketing. “No one should be…
