The Corner Office: It's All in the Packaging

Our experience with developing and selling an electronic-journals package taught us that if we wanted to control the policies and prices under which our publications are sold as part of a package—and the library world is certainly moving toward the buying of packages rather than individual products one at a time—then we needed to have our own package, rather than go into large aggregations, where others set the policies and the prices. This journals experience also taught me to think of electronic sales to libraries as a separate matter from sales to individuals.