Author: Tim J. Smith, PhD

In this article, the author explores the curious commercial policy of retroactive rebates, which are negative price variances paid to customers after the invoice has been issued. He analyzes several challenges associated with these rebates and presents strategies for correcting this practice. Tim J. Smith, PhD, is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing and Economics at DePaul University, and the author of Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012). At Wiglaf Pricing, Tim leads client engagements. Smith’s popular business book, Pricing Done Right: The …Read More