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Factors
that Affect
Pricing
What is price?
The amount
charged to
customers in
exchange for
goods and
services.
Fixed Costs Variable Costs
Costs that remain
constant over a period
of time regardless of
sales volume.
Costs that vary based
on sales volume or
changes in business
needs.
• Insurance
• Rent/Mortgage
• Salaries
• Depreciation
• Commissions
• Advertising
• Office Supplies
• Utilities
Competition – A
rivalry between
two or more
businesses for
scarce
consumer
dollars.
Direct Competition –
Competition between
businesses that have
similar formats and
sell similar products.
Direct
Competition
• Coke & Pepsi
• Nike & Reebok
• Hilton &
Marriott
Indirect Competition
– Competition
between businesses
that have dissimilar
formats and sell
dissimilar products.
Indirect
Competition
• Movie theatre &
Mall
• Airline & cruise
line
Classifications
of Competition
The option that is
given up when a
consumer chooses
one product/service
over another.
If someone chooses
airline travel instead of
a cruise, the
opportunity cost is not
taking the cruise.
Price Competition Non-Price Competition
A competitive strategy in which
businesses use price as a means to
attract customers. The marketer
assumes that all things being equal,
the customer will choose the
product with the lowest price
A competitive strategy in which
businesses use factors other than
price as a means to attract
customers.
Example: Walmart’s primary
competition focus is offering their
products at lower prices than their
competitors.
Example: A marketer who cannot
compete with lower prices might use
product quality, customer services,
and business image to attract
customers.
Two Major Types of Competition
Demand
• The number of products consumers
are willing to buy at a given time and
at a given price.
Supply
• The number of products
manufacturers are willing to produce
at a given time and at a given price.
Utility –
how useful
is the
product.
Price – the
more
expensive,
the less
demand
Advertising –
making
public aware
increases
demand.
Personal selling –
explaining the
features and
benefits to a
customer to
stimulate demand
Fashion –
the product
in style
Display –
seeing what
the product
looks like or
how it
performs
Consumer
wants/needs –
is the
product/service a
necessity or just
a desire?
Factors that Affect
Demand
“Factors that Affect Supply
Cost of production Will affect how much a producers supplies
Price The more expensive the less that may be suppl
Consumer demand The more demand, the more supplied
Profit goals How much does the business want to make
Competition Is there any, if so price and supply are importan
Government controls May affect supply if government has quotas or r
New Technology Could increase supply or create a better produc
Factors that Affect Price
Elastic Demand
• A product is said to
have elastic demand if
demand for the product
is sensitive to a change
in price.
• Non-essential products
such as entertainment,
specialty foods, fashion
Inelastic Demand
• A product is said to
have inelastic demand
if demand for the
product is not sensitive
to a change in price.
These products are
usually considered
necessities to the
customer.
• Gasoline, milk, bread,
and electricity
Economic Conditions
• Economic health
affects price by
affecting consumer
buying power.
Consumers who
experience changes
(positively or
negatively) in their
buying power alter their
spending habits in
response to those
changes. An individual
who is laid off from
his/her job will not tend
to spend a great deal
of money on non-
essential items due to
the uncertainty of
his/her economic
future.
Factors that Affect Price
Government
regulations
• Aside from federal and
state laws that prohibit
unfair pricing
techniques, labor laws,
environmental
regulations, and tax
policy can have an
effect on how a
business owner has to
price products
Channel Members
• The intermediaries in a
channel of distribution
all charge a fee for
their services. These
fees are affected by the
same factors that affect
retail price. As a result,
channel members’
price changes reach
the consumer by
affecting the cost of
products to
businesses.
Company
Objectives/Strategies
• An organization whose
sole objective is to
survive the first critical
year of business will
look at price planning
completely differently
from an organization
whose goal is to
remain the market
leader. Price planners
must examine the
objectives and
strategies of the
company and consider
all of the various
elements that combine
to make a business
successful.

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Factors affecting pricing

  • 2. What is price? The amount charged to customers in exchange for goods and services.
  • 3. Fixed Costs Variable Costs Costs that remain constant over a period of time regardless of sales volume. Costs that vary based on sales volume or changes in business needs. • Insurance • Rent/Mortgage • Salaries • Depreciation • Commissions • Advertising • Office Supplies • Utilities
  • 4. Competition – A rivalry between two or more businesses for scarce consumer dollars. Direct Competition – Competition between businesses that have similar formats and sell similar products. Direct Competition • Coke & Pepsi • Nike & Reebok • Hilton & Marriott Indirect Competition – Competition between businesses that have dissimilar formats and sell dissimilar products. Indirect Competition • Movie theatre & Mall • Airline & cruise line Classifications of Competition
  • 5. The option that is given up when a consumer chooses one product/service over another. If someone chooses airline travel instead of a cruise, the opportunity cost is not taking the cruise.
  • 6. Price Competition Non-Price Competition A competitive strategy in which businesses use price as a means to attract customers. The marketer assumes that all things being equal, the customer will choose the product with the lowest price A competitive strategy in which businesses use factors other than price as a means to attract customers. Example: Walmart’s primary competition focus is offering their products at lower prices than their competitors. Example: A marketer who cannot compete with lower prices might use product quality, customer services, and business image to attract customers. Two Major Types of Competition
  • 7. Demand • The number of products consumers are willing to buy at a given time and at a given price. Supply • The number of products manufacturers are willing to produce at a given time and at a given price.
  • 8. Utility – how useful is the product. Price – the more expensive, the less demand Advertising – making public aware increases demand. Personal selling – explaining the features and benefits to a customer to stimulate demand Fashion – the product in style Display – seeing what the product looks like or how it performs Consumer wants/needs – is the product/service a necessity or just a desire? Factors that Affect Demand
  • 9. “Factors that Affect Supply Cost of production Will affect how much a producers supplies Price The more expensive the less that may be suppl Consumer demand The more demand, the more supplied Profit goals How much does the business want to make Competition Is there any, if so price and supply are importan Government controls May affect supply if government has quotas or r New Technology Could increase supply or create a better produc
  • 10. Factors that Affect Price Elastic Demand • A product is said to have elastic demand if demand for the product is sensitive to a change in price. • Non-essential products such as entertainment, specialty foods, fashion Inelastic Demand • A product is said to have inelastic demand if demand for the product is not sensitive to a change in price. These products are usually considered necessities to the customer. • Gasoline, milk, bread, and electricity Economic Conditions • Economic health affects price by affecting consumer buying power. Consumers who experience changes (positively or negatively) in their buying power alter their spending habits in response to those changes. An individual who is laid off from his/her job will not tend to spend a great deal of money on non- essential items due to the uncertainty of his/her economic future.
  • 11. Factors that Affect Price Government regulations • Aside from federal and state laws that prohibit unfair pricing techniques, labor laws, environmental regulations, and tax policy can have an effect on how a business owner has to price products Channel Members • The intermediaries in a channel of distribution all charge a fee for their services. These fees are affected by the same factors that affect retail price. As a result, channel members’ price changes reach the consumer by affecting the cost of products to businesses. Company Objectives/Strategies • An organization whose sole objective is to survive the first critical year of business will look at price planning completely differently from an organization whose goal is to remain the market leader. Price planners must examine the objectives and strategies of the company and consider all of the various elements that combine to make a business successful.