Pricing Strategies


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Pricing Strategies

  1. 1. Chapter 15 Designing Pricing Strategies and Programs Marketing Management Tenth Edition Philip Kotler
  2. 2. Objectives <ul><li>Setting the Price </li></ul><ul><li>Adapting the Price </li></ul><ul><li>Initiating & Responding to Price Changes </li></ul>
  3. 3. Price - Quality Strategies Price High Medium Low High Low Product Quality Med Premium Value Medium Value Economy Overcharging Rip-Off False Economy High Value Super Value Good-Value
  4. 4. Setting Pricing Policy 1. Selecting the pricing objective 2. Determining demand 3. Estimating costs 4. Analyzing competitors’ costs, prices, and offers 5. Selecting a pricing method 6. Selecting final price
  5. 5. Types of Costs Total Costs Sum of the Fixed and Variable Costs for a Given Level of Production Fixed Costs (Overhead) Costs that don’t vary with sales or production levels. Executive Salaries Rent Variable Costs Costs that do vary directly with the level of production. Raw materials
  6. 6. The Three C’s Model for Price Setting Costs Competitors’ prices and prices of substitutes Customers’ assessment of unique product features Low Price No possible profit at this price High Price No possible demand at this price
  7. 7. Pricing Methods <ul><li>Markup Pricing </li></ul><ul><li>Target Return Pricing </li></ul><ul><li>Perceived Value Pricing </li></ul><ul><li>Value Pricing </li></ul><ul><li>Going-Rate Pricing </li></ul><ul><li>Sealed-Bid Pricing </li></ul>
  8. 8. Some important pricing definitions <ul><li>Utility: The attribute that makes it capable of want satisfaction </li></ul><ul><li>Value: The worth in terms of other products </li></ul><ul><li>Price: The monetary medium of exchange. </li></ul><ul><li>Value Example : Caterpillar </li></ul><ul><li>Tractor is $100,000 vs. Market $90,000 </li></ul><ul><li>$90,000 if equal </li></ul><ul><li>7,000 extra durable </li></ul><ul><li>6,000 reliability </li></ul><ul><li>5,000 service </li></ul><ul><li>2,000 warranty </li></ul><ul><li>$110,000 in benefits - $10,000 discount! </li></ul>
  9. 9. Promotional Pricing <ul><li>Loss-leader pricing </li></ul><ul><li>Special-event pricing </li></ul><ul><li>Cash rebates </li></ul><ul><li>Low-interest financing </li></ul><ul><li>Longer payment terms </li></ul><ul><li>Warranties & service contracts </li></ul><ul><li>Psychological discounting </li></ul>
  10. 10. Psychological Pricing <ul><li>Most Attractive? </li></ul><ul><li>Better Value? </li></ul><ul><li>Psychological reason to price this way? </li></ul>Assume Equal Quality A 32 oz. $2.19 B 26 oz. $1.99
  11. 11. Discriminatory Pricing Time Product-form Customer Segment Location
  12. 12. Price-Reaction Program for Meeting a Competitor’s Price Cut Has competitor cut his price? No Hold our price at present level; continue to watch competitor’s price Is the price likely to significantly hurt our sales? Yes Is it likely to be a permanent price cut? Yes By more than 4% Drop price to competitor’s price By 2-4% Drop price by half of the competitor’s price cut How much has his price been cut? Yes No No By less than 2% Include a cents-off coupon for the next purchase
  13. 13. Review <ul><li>Setting the Price </li></ul><ul><li>Adapting the Price </li></ul><ul><li>Initiating & Responding to Price Changes </li></ul>
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