Publication:
Foreign military sales pricing principles for electronic technical manuals

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Authors
Person, Lester B.
Thomas, Terrance L.
Subjects
Foreign military sales
Commercial pricing
Software cost analysis
Work breakdown structure
Pricing policy
Advisors
Yoder, Cory E.
Cuskey, Jeffrey R.
Date of Issue
2004-06
Date
June 2004
Publisher
Monterey, California. Naval Postgraduate School
Language
Abstract
DOD Instruction 7000.14-R, paragraph 0716, prescribes the methods that will be used to determine the price of DOD publications when they are sold to foreign military sales (FMS) customers. The Instruction includes publication pricing factors that shall be included in the development of FMS prices for paper publications. When technical data was maintained and distributed primarily by paper form, pricing the product to recover the associated costs was a relatively reasonable and reliable process. As we transition from paper to electronic data encompassed in various media and arrangements, the costs associated with this migration will differ considerably. As electronic storage and presentation of digital data becomes more interactive with the internet, the association between the existing practices and advanced products become more contradictory. The historical pricing procedures will no longer reflect the costs that need to be recovered. In this era of digital data and computerized integration, new technological advances have increased the demand and cost of services associated with digitization of paper documents. With the introduction of these new technologies, various fees associated with this transformation have to be incorporated into the pricing structure that currently exists. The problem that exists with the incorporation of these fees is the lack of long-term historical data due to relative infancy of the goods and services linked to this technology. The primary objective of this project is to determine accurate and justifiable pricing for the foreign military sale of electronic technical manuals under the guiding principles of DOD Instruction 7000.14-R.
Type
Thesis
Description
MBA Professional Report
Department
Graduate School of Business & Public Policy (GSBPP)
Identifiers
NPS Report Number
Sponsors
Funder
Format
Captain, United States Marine Corps
Citation
Distribution Statement
Approved for public release; distribution is unlimited.
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