The document discusses pricing as a strategic marketing tool. It outlines symptoms of pricing problems, such as incentive compensation based on revenue rather than profits. It also discusses factors that influence price sensitivity, including unique value, substitute awareness, and total expenditure. The document advocates setting prices using strategic pricing approaches like price bands and margin bands to maximize profits by leaving less money on the table and maintaining higher than average prices.
Price is determined by several factors including costs, customer perceived value, and competition. There are three main approaches to pricing: cost-based pricing which adds a markup to costs, value-based pricing based on customer perceptions, and competition-based pricing which matches competitors' prices. Other pricing strategies include penetration pricing to gain market share, market skimming to extract profits from early adopters, loss leader pricing to attract customers, and psychological pricing to influence perceptions. Product line, bundle, and segmented pricing are also used to target different customer groups.
This document discusses various pricing strategies and concepts. It covers market-skimming pricing, market-penetration pricing, product line pricing, optional and captive product pricing, by-product pricing, product bundle pricing, discount strategies, segmented pricing, psychological pricing, promotional pricing, geographic pricing, international pricing, price changes, and public policy considerations around pricing. The key strategies and concepts are defined over 18 sections in the document.
Product line,Product MIX,Product line pricing,
Product line pricing refers to the practice of reviewing and setting prices for multiple products in coordination with one another.)
It is the process that retailers use to separate goods into various cost categories creating different quality levels in the minds of their customers.
Product line pricing is more effective when there are ample price gaps between each category so that the consumer is well informed of the quality differentials.
Pricing different products within the same product range at different price points.
The greater the features and the benefit obtained the greater the consumer will pay. This form of price discrimination assists the company in maximizing turnover and profits.
Ex: Samsung offering different smart phones with different features at different prices.
This strategy is used for setting the price for entire product line.
In many companies now days develop product line instead of a single product so product line pricing is setting the price on the basis of cost difference between different products in a product line.
Marketer also keeps in mind the customer evolution of different features and also competitive prices.
Product line,Product MIX,Product line pricing,
Product line pricing refers to the practice of reviewing and setting prices for multiple products in coordination with one another.)
It is the process that retailers use to separate goods into various cost categories creating different quality levels in the minds of their customers.
Product line pricing is more effective when there are ample price gaps between each category so that the consumer is well informed of the quality differentials.
Pricing different products within the same product range at different price points.
The greater the features and the benefit obtained the greater the consumer will pay. This form of price discrimination assists the company in maximizing turnover and profits.
Ex: Samsung offering different smart phones with different features at different prices.
This strategy is used for setting the price for entire product line.
In many companies now days develop product line instead of a single product so product line pricing is setting the price on the basis of cost difference between different products in a product line.
Marketer also keeps in mind the customer evolution of different features and also competitive prices.
The document discusses marketing mix principles, focusing on pricing strategies. It defines key pricing concepts like list price, discounts, and payment terms. It then examines different pricing strategies businesses use like penetration pricing, skimming pricing, competition pricing, product line pricing, bundle pricing, and psychological pricing. The goal of these strategies is to maximize profits by finding the optimal price point that considers costs, competition, customer willingness to pay, and other factors. Pricing is an important element of the marketing mix as it directly generates revenue.
Full cost pricing is a method where a firm calculates the price of a product based on direct costs per unit plus overhead costs and profit margins. Overhead costs are estimated assuming less than full production capacity. There are different types of full cost pricing such as markup pricing, break-even pricing, and rate-of-return pricing. Product line pricing involves determining the lowest, highest, and differential prices for all products. Product life cycle pricing uses strategies like skimming and penetration pricing that vary based on the stage of the product's life cycle.
Pricing Understanding and Capturing Customer Value - MarketingFaHaD .H. NooR
outline
What Is a Price?
Customer Perceptions of Value
Company and Product Costs
Other Internal and External Considerations Affecting Price Decisions
Customer Value-based pricing uses the buyers’ perceptions of value, not the sellers’ cost, as the key to pricing. Price is considered before the marketing program is set.
Value-based pricing is customer driven
Cost-based pricing is product driven
This following presentation defines Pricing Strategy; A Cost-Based Price Strategy, price set up by calculate production cost, promotion cost, and overhead cost, then adding the desired profit to those calculation. A Demand-Based Price Strategy, price set up after analyzing consumer desires and determines the range of prices acceptable to the target market. A Competition-Based Price Strategy, the marketer sets prices in accordance with competitors.
Price is determined by several factors including costs, customer perceived value, and competition. There are three main approaches to pricing: cost-based pricing which adds a markup to costs, value-based pricing based on customer perceptions, and competition-based pricing which matches competitors' prices. Other pricing strategies include penetration pricing to gain market share, market skimming to extract profits from early adopters, loss leader pricing to attract customers, and psychological pricing to influence perceptions. Product line, bundle, and segmented pricing are also used to target different customer groups.
This document discusses various pricing strategies and concepts. It covers market-skimming pricing, market-penetration pricing, product line pricing, optional and captive product pricing, by-product pricing, product bundle pricing, discount strategies, segmented pricing, psychological pricing, promotional pricing, geographic pricing, international pricing, price changes, and public policy considerations around pricing. The key strategies and concepts are defined over 18 sections in the document.
Product line,Product MIX,Product line pricing,
Product line pricing refers to the practice of reviewing and setting prices for multiple products in coordination with one another.)
It is the process that retailers use to separate goods into various cost categories creating different quality levels in the minds of their customers.
Product line pricing is more effective when there are ample price gaps between each category so that the consumer is well informed of the quality differentials.
Pricing different products within the same product range at different price points.
The greater the features and the benefit obtained the greater the consumer will pay. This form of price discrimination assists the company in maximizing turnover and profits.
Ex: Samsung offering different smart phones with different features at different prices.
This strategy is used for setting the price for entire product line.
In many companies now days develop product line instead of a single product so product line pricing is setting the price on the basis of cost difference between different products in a product line.
Marketer also keeps in mind the customer evolution of different features and also competitive prices.
Product line,Product MIX,Product line pricing,
Product line pricing refers to the practice of reviewing and setting prices for multiple products in coordination with one another.)
It is the process that retailers use to separate goods into various cost categories creating different quality levels in the minds of their customers.
Product line pricing is more effective when there are ample price gaps between each category so that the consumer is well informed of the quality differentials.
Pricing different products within the same product range at different price points.
The greater the features and the benefit obtained the greater the consumer will pay. This form of price discrimination assists the company in maximizing turnover and profits.
Ex: Samsung offering different smart phones with different features at different prices.
This strategy is used for setting the price for entire product line.
In many companies now days develop product line instead of a single product so product line pricing is setting the price on the basis of cost difference between different products in a product line.
Marketer also keeps in mind the customer evolution of different features and also competitive prices.
The document discusses marketing mix principles, focusing on pricing strategies. It defines key pricing concepts like list price, discounts, and payment terms. It then examines different pricing strategies businesses use like penetration pricing, skimming pricing, competition pricing, product line pricing, bundle pricing, and psychological pricing. The goal of these strategies is to maximize profits by finding the optimal price point that considers costs, competition, customer willingness to pay, and other factors. Pricing is an important element of the marketing mix as it directly generates revenue.
Full cost pricing is a method where a firm calculates the price of a product based on direct costs per unit plus overhead costs and profit margins. Overhead costs are estimated assuming less than full production capacity. There are different types of full cost pricing such as markup pricing, break-even pricing, and rate-of-return pricing. Product line pricing involves determining the lowest, highest, and differential prices for all products. Product life cycle pricing uses strategies like skimming and penetration pricing that vary based on the stage of the product's life cycle.
Pricing Understanding and Capturing Customer Value - MarketingFaHaD .H. NooR
outline
What Is a Price?
Customer Perceptions of Value
Company and Product Costs
Other Internal and External Considerations Affecting Price Decisions
Customer Value-based pricing uses the buyers’ perceptions of value, not the sellers’ cost, as the key to pricing. Price is considered before the marketing program is set.
Value-based pricing is customer driven
Cost-based pricing is product driven
This following presentation defines Pricing Strategy; A Cost-Based Price Strategy, price set up by calculate production cost, promotion cost, and overhead cost, then adding the desired profit to those calculation. A Demand-Based Price Strategy, price set up after analyzing consumer desires and determines the range of prices acceptable to the target market. A Competition-Based Price Strategy, the marketer sets prices in accordance with competitors.
This document discusses various pricing strategies and concepts. It begins by defining price and explaining that pricing strategies are designed for brands and commodities. It then provides details on 12 different pricing strategies including market skimming pricing, penetration pricing, competitive pricing, product line pricing, and geographical pricing. The document also covers price adjustment strategies such as discount pricing, segmented pricing, and psychological pricing. It concludes by discussing factors that influence price changes and how companies may respond to competitors' price changes.
The document discusses various pricing strategies used by retailers, including leader pricing, loss leaders, and psychological pricing. Leader pricing involves setting the price of select goods below market cost to attract customers to the store. Retailers use loss leader products that are priced below cost to generate store traffic; they expect customers will purchase additional full-priced items while in the store. Psychological pricing aims to make prices seem lower through tactics like odd pricing (e.g. $19.95 instead of $20.00) to take advantage of how humans perceive prices.
This document defines and provides examples of various pricing strategies used in marketing management:
Premium pricing sets a higher price than competitors to position a product as higher quality. Penetration pricing aims to gain market share by initially pricing lower than competitors. Psychological pricing sets prices just below a whole number as customers are less likely to round up. Bundling combines two products into one package at a discounted price to move excess inventory.
This document outlines different pricing strategies and concepts discussed in a chapter on pricing from a marketing textbook. It covers new product pricing strategies like market skimming and market penetration pricing. It also discusses product mix pricing strategies, price adjustment strategies, factors to consider when changing prices, and public policy issues related to pricing. The overall topic is pricing strategies and concepts for marketing products and services.
This document outlines various pricing strategies and concepts. It discusses new product pricing strategies like market skimming and market penetration pricing. It also covers product mix pricing strategies, price adjustment strategies, factors to consider when making price changes, and public policy issues related to pricing.
Kmart once dominated the discount retail market but lost market share to competitors like Walmart. Kmart tried repositioning itself as a value retailer but this led to a price war with Walmart that Kmart failed to win. Kmart was forced into bankruptcy and closed about a third of its stores. The document discusses various pricing strategies companies use for new and existing products, including market skimming, market penetration, product line pricing, and segmented pricing. It also covers how companies adjust prices in response to competitors and changing market conditions.
This document defines pricing strategies and price adjustment strategies. It begins by defining price and describing different types of pricing strategies for new, imitative, and other products. These strategies include penetration pricing, skimming pricing, and matrix pricing. It then discusses various price adjustment strategies such as discounts, segmented pricing, promotional pricing, and international pricing. The goal is to maximize profits by setting prices appropriately based on costs, competition, and customer segments.
This document discusses various pricing strategies and concepts. It covers new product pricing strategies like market skimming and market penetration pricing. It also discusses product mix pricing strategies, price adjustment strategies including discounts and segmented pricing. Finally, it discusses price changes, responding to competitor price changes, public policy issues around pricing like price fixing and predatory pricing.
Price is one of several factors that influence purchasing decisions. It indicates quality and image while providing a measure of value. The importance of price depends on the product. Of the four Ps in marketing (product, place, promotion, price), price is the only one that directly generates revenue. When setting prices, companies consider objectives, costs, competition, consumer perceptions, and legal issues. Long-term strategies include high prices for premium brands, low prices to increase sales volume, and market prices matching competitors. Short-term strategies are used to enter new markets or boost existing sales through promotions.
This document discusses various pricing strategies and factors that influence pricing policies. It begins by defining pricing as the process of determining the amount received for a product based on factors like costs, competition, and demand. It then outlines different pricing objectives and influences on pricing policies, including consumers, government, manufacturers, and competitors. The document primarily focuses on various pricing strategies such as cost-based pricing, customer-based pricing, competitor-based pricing, product-based pricing, and new product pricing. It provides examples of pricing methods within each category like penetration pricing, premium pricing, odd pricing, product bundling, and more.
This document discusses pricing strategies in retailing. It outlines several factors that affect retail pricing, including consumers, competitors, manufacturers/suppliers, and government regulations. It also describes basic pricing options like discount orientation, market orientation, and upscale orientation. The document then examines specific pricing strategies retailers can use, such as cost-plus pricing, competition-based pricing, and demand-based pricing. It provides examples of how to calculate markups and make price adjustments over time through markdowns. The overall aim of the pricing strategies discussed is for retailers to set prices that achieve profits while satisfying customers.
The document discusses various factors and strategies companies consider when setting prices. It covers internal factors like costs, objectives, and competitors as well as external factors like demand, the market, and regulations. The document also outlines three main approaches to setting prices - cost-based, value-based, and competition-based - as well as various pricing strategies companies use like discounts, price discrimination, and adjusting prices.
The document discusses retail pricing strategies. It begins by defining the goals of setting the right price that is acceptable to both consumers and retailers. It then outlines various external factors that influence pricing decisions. The document goes on to explain different pricing elements, objectives, and dependent variables that must be considered. It provides details on several specific pricing strategies retailers can employ, such as customary pricing, variable pricing, price lining, and leader pricing. It also discusses cost-oriented pricing approaches like markup pricing and markdown pricing. The overall document serves as a guide for retailers to understand how to establish prices for their merchandise.
This document discusses various pricing strategies that can be used when setting prices. It defines price and identifies factors to consider like good value pricing and value added pricing. It then covers different pricing strategies such as market skimming pricing, market penetration pricing, product line pricing, optional product pricing, captive product pricing, product bundle pricing, discount and allowance pricing, segmented pricing, psychological pricing, promotional pricing, geographical pricing, and dynamic pricing. An example of dynamic pricing using airline ticket prices is provided.
This document discusses various factors and strategies for setting prices. It outlines 6 general pricing approaches: 1) factors affecting prices, 2) general pricing approaches, 3) new product pricing strategies, 4) product mix pricing strategies, 5) price adjustment strategies, and 6) factors to consider when setting prices. Some key strategies mentioned include cost-based, value-based, and competition-based pricing as well as market skimming, penetration pricing, product-bundle pricing, and geographical pricing.
Every Day Low Pricing (EDLP) is a pricing strategy where retailers maintain consistently low prices rather than periodically running sales and promotions. While very successful for companies like Walmart, EDLP carries risks and its success depends on factors like steady consumer demand, a cost advantage for the retailer, and customers not waiting for deals. EDLP works best for frequently purchased consumer goods where demand remains consistent and purchases are not timed around sales. Certain seasonal or perishable products are less suitable for EDLP since demand fluctuates more.
The document discusses various pricing strategies and methods for determining prices. It covers determining a base price using cost-plus pricing, demand pricing, or profit maximization analysis. It also discusses adjusting base prices over time based on objectives, competition, or quality perceptions. Various forms of price flexibility are outlined, including discounts, allowances, promotions, customization, and geographic or segment-based pricing policies.
How should a company set prices initially for product or services?Bhaskar Jyoti Bora
This document outlines 6 steps for companies to set initial prices for new products or services:
1. Select the pricing objective such as maximum profit, market share, or product leadership.
2. Determine demand for the product by estimating demand curves using surveys, price experiments, or statistical analysis of past sales.
3. Estimate costs including fixed, variable, total, and average costs of production and distribution.
4. Analyze competitors' costs, prices, and offers.
5. Select a pricing method like markup, target return, perceived value, value, or going rate pricing.
6. Consider other factors to select the final price like marketing activities, company policies, and impacts on customers and other parties
The document discusses pricing strategies and considerations. It begins by outlining key questions around how consumers evaluate prices, how companies should initially set prices and adapt prices over time. It then defines price and discusses factors to consider like customer perceptions of value, cost, and other marketing mix variables. The document also covers types of pricing like value-based, cost-based, good-value pricing and value-added pricing. It outlines the pricing process, including selecting objectives, estimating costs and demand, and choosing a final price. The document concludes by discussing strategies for adapting prices based on factors like location, promotions, and customer segments.
The document discusses pricing strategies, methods, and tactics. It provides an overview of how economists, accountants, customers, and marketers view price. Key factors that affect price are discussed such as costs, competition, demand, and objectives. Common pricing methods include market-based pricing using customer value and competitors' prices, and cost-based pricing using full costs, markups, and contributions. Pricing strategies aim to achieve objectives over the medium-long term and include skimming, penetration, leadership, and discrimination. Tactics are short term and include loss leaders, wars, and promotions. Demand elasticity measures responsiveness to price changes.
This document discusses various pricing strategies and concepts. It begins by defining price and explaining that pricing strategies are designed for brands and commodities. It then provides details on 12 different pricing strategies including market skimming pricing, penetration pricing, competitive pricing, product line pricing, and geographical pricing. The document also covers price adjustment strategies such as discount pricing, segmented pricing, and psychological pricing. It concludes by discussing factors that influence price changes and how companies may respond to competitors' price changes.
The document discusses various pricing strategies used by retailers, including leader pricing, loss leaders, and psychological pricing. Leader pricing involves setting the price of select goods below market cost to attract customers to the store. Retailers use loss leader products that are priced below cost to generate store traffic; they expect customers will purchase additional full-priced items while in the store. Psychological pricing aims to make prices seem lower through tactics like odd pricing (e.g. $19.95 instead of $20.00) to take advantage of how humans perceive prices.
This document defines and provides examples of various pricing strategies used in marketing management:
Premium pricing sets a higher price than competitors to position a product as higher quality. Penetration pricing aims to gain market share by initially pricing lower than competitors. Psychological pricing sets prices just below a whole number as customers are less likely to round up. Bundling combines two products into one package at a discounted price to move excess inventory.
This document outlines different pricing strategies and concepts discussed in a chapter on pricing from a marketing textbook. It covers new product pricing strategies like market skimming and market penetration pricing. It also discusses product mix pricing strategies, price adjustment strategies, factors to consider when changing prices, and public policy issues related to pricing. The overall topic is pricing strategies and concepts for marketing products and services.
This document outlines various pricing strategies and concepts. It discusses new product pricing strategies like market skimming and market penetration pricing. It also covers product mix pricing strategies, price adjustment strategies, factors to consider when making price changes, and public policy issues related to pricing.
Kmart once dominated the discount retail market but lost market share to competitors like Walmart. Kmart tried repositioning itself as a value retailer but this led to a price war with Walmart that Kmart failed to win. Kmart was forced into bankruptcy and closed about a third of its stores. The document discusses various pricing strategies companies use for new and existing products, including market skimming, market penetration, product line pricing, and segmented pricing. It also covers how companies adjust prices in response to competitors and changing market conditions.
This document defines pricing strategies and price adjustment strategies. It begins by defining price and describing different types of pricing strategies for new, imitative, and other products. These strategies include penetration pricing, skimming pricing, and matrix pricing. It then discusses various price adjustment strategies such as discounts, segmented pricing, promotional pricing, and international pricing. The goal is to maximize profits by setting prices appropriately based on costs, competition, and customer segments.
This document discusses various pricing strategies and concepts. It covers new product pricing strategies like market skimming and market penetration pricing. It also discusses product mix pricing strategies, price adjustment strategies including discounts and segmented pricing. Finally, it discusses price changes, responding to competitor price changes, public policy issues around pricing like price fixing and predatory pricing.
Price is one of several factors that influence purchasing decisions. It indicates quality and image while providing a measure of value. The importance of price depends on the product. Of the four Ps in marketing (product, place, promotion, price), price is the only one that directly generates revenue. When setting prices, companies consider objectives, costs, competition, consumer perceptions, and legal issues. Long-term strategies include high prices for premium brands, low prices to increase sales volume, and market prices matching competitors. Short-term strategies are used to enter new markets or boost existing sales through promotions.
This document discusses various pricing strategies and factors that influence pricing policies. It begins by defining pricing as the process of determining the amount received for a product based on factors like costs, competition, and demand. It then outlines different pricing objectives and influences on pricing policies, including consumers, government, manufacturers, and competitors. The document primarily focuses on various pricing strategies such as cost-based pricing, customer-based pricing, competitor-based pricing, product-based pricing, and new product pricing. It provides examples of pricing methods within each category like penetration pricing, premium pricing, odd pricing, product bundling, and more.
This document discusses pricing strategies in retailing. It outlines several factors that affect retail pricing, including consumers, competitors, manufacturers/suppliers, and government regulations. It also describes basic pricing options like discount orientation, market orientation, and upscale orientation. The document then examines specific pricing strategies retailers can use, such as cost-plus pricing, competition-based pricing, and demand-based pricing. It provides examples of how to calculate markups and make price adjustments over time through markdowns. The overall aim of the pricing strategies discussed is for retailers to set prices that achieve profits while satisfying customers.
The document discusses various factors and strategies companies consider when setting prices. It covers internal factors like costs, objectives, and competitors as well as external factors like demand, the market, and regulations. The document also outlines three main approaches to setting prices - cost-based, value-based, and competition-based - as well as various pricing strategies companies use like discounts, price discrimination, and adjusting prices.
The document discusses retail pricing strategies. It begins by defining the goals of setting the right price that is acceptable to both consumers and retailers. It then outlines various external factors that influence pricing decisions. The document goes on to explain different pricing elements, objectives, and dependent variables that must be considered. It provides details on several specific pricing strategies retailers can employ, such as customary pricing, variable pricing, price lining, and leader pricing. It also discusses cost-oriented pricing approaches like markup pricing and markdown pricing. The overall document serves as a guide for retailers to understand how to establish prices for their merchandise.
This document discusses various pricing strategies that can be used when setting prices. It defines price and identifies factors to consider like good value pricing and value added pricing. It then covers different pricing strategies such as market skimming pricing, market penetration pricing, product line pricing, optional product pricing, captive product pricing, product bundle pricing, discount and allowance pricing, segmented pricing, psychological pricing, promotional pricing, geographical pricing, and dynamic pricing. An example of dynamic pricing using airline ticket prices is provided.
This document discusses various factors and strategies for setting prices. It outlines 6 general pricing approaches: 1) factors affecting prices, 2) general pricing approaches, 3) new product pricing strategies, 4) product mix pricing strategies, 5) price adjustment strategies, and 6) factors to consider when setting prices. Some key strategies mentioned include cost-based, value-based, and competition-based pricing as well as market skimming, penetration pricing, product-bundle pricing, and geographical pricing.
Every Day Low Pricing (EDLP) is a pricing strategy where retailers maintain consistently low prices rather than periodically running sales and promotions. While very successful for companies like Walmart, EDLP carries risks and its success depends on factors like steady consumer demand, a cost advantage for the retailer, and customers not waiting for deals. EDLP works best for frequently purchased consumer goods where demand remains consistent and purchases are not timed around sales. Certain seasonal or perishable products are less suitable for EDLP since demand fluctuates more.
The document discusses various pricing strategies and methods for determining prices. It covers determining a base price using cost-plus pricing, demand pricing, or profit maximization analysis. It also discusses adjusting base prices over time based on objectives, competition, or quality perceptions. Various forms of price flexibility are outlined, including discounts, allowances, promotions, customization, and geographic or segment-based pricing policies.
How should a company set prices initially for product or services?Bhaskar Jyoti Bora
This document outlines 6 steps for companies to set initial prices for new products or services:
1. Select the pricing objective such as maximum profit, market share, or product leadership.
2. Determine demand for the product by estimating demand curves using surveys, price experiments, or statistical analysis of past sales.
3. Estimate costs including fixed, variable, total, and average costs of production and distribution.
4. Analyze competitors' costs, prices, and offers.
5. Select a pricing method like markup, target return, perceived value, value, or going rate pricing.
6. Consider other factors to select the final price like marketing activities, company policies, and impacts on customers and other parties
The document discusses pricing strategies and considerations. It begins by outlining key questions around how consumers evaluate prices, how companies should initially set prices and adapt prices over time. It then defines price and discusses factors to consider like customer perceptions of value, cost, and other marketing mix variables. The document also covers types of pricing like value-based, cost-based, good-value pricing and value-added pricing. It outlines the pricing process, including selecting objectives, estimating costs and demand, and choosing a final price. The document concludes by discussing strategies for adapting prices based on factors like location, promotions, and customer segments.
The document discusses pricing strategies, methods, and tactics. It provides an overview of how economists, accountants, customers, and marketers view price. Key factors that affect price are discussed such as costs, competition, demand, and objectives. Common pricing methods include market-based pricing using customer value and competitors' prices, and cost-based pricing using full costs, markups, and contributions. Pricing strategies aim to achieve objectives over the medium-long term and include skimming, penetration, leadership, and discrimination. Tactics are short term and include loss leaders, wars, and promotions. Demand elasticity measures responsiveness to price changes.
This document discusses different pricing strategies for a product. It outlines cost-based pricing methods which include marking up product costs by a percentage or adding a percentage to unknown costs. It also discusses competition-based pricing, including matching competitors' prices to be comparable, lowering prices to increase market share, or seeking larger market share through lower prices. Finally, it outlines customer-based pricing such as penetration pricing to attract new customers, price skimming to target early adopters, loss leaders to attract customers into making additional purchases, predatory pricing to restrict competition, and psychological pricing to make products seem cheaper than they are.
What is Pricing Strategy and what are the objectives and factors affecting the Pricing Strategy.
There are Certain types of Pricing Strategies as well. Each and every strategy has its own affect on the product and services offered by an organization.
The document discusses various pricing strategies that businesses can use when setting prices for products and services. It defines pricing as the process of setting the price at which a business will sell its offerings, taking into account factors like costs, competition, and market conditions. The strategies described include penetration pricing to enter new markets, market skimming to extract maximum value from early adopters, value pricing based on customer worth, and loss leaders to attract customers into stores. Other approaches involve psychological, competitor, predatory, contribution, and cost-plus pricing methods.
This document discusses pricing strategies that businesses can use. It begins by defining price and pricing strategy. It then lists objectives that pricing strategies may aim to achieve, such as maximizing profits or increasing market share. Next, it outlines factors that influence pricing decisions, like costs and demand. The document proceeds to explain different types of pricing strategies including skimming, penetration pricing, value pricing, and cost-plus pricing. It concludes that setting clear pricing objectives is important for developing effective marketing strategies.
Pricing should be a critical issue for the CEO as it is one of the most powerful levers in the business. Successful pricing also depends on clear goal and strategy alignment, which is the role of the CEO. This presentation was made in Seattle to a group of business leaders interested in improving pricing leadership.
Pricing for product managers vancouver nov 2017Steven Forth
Product managers have the critical role to play in pricing early stage innovation. This presentation for Product Management BC introduces some basic pricing concepts for product managers.
Chapter 10 (pricing) (customer perceptions of value) visual beeSoftSol
The document discusses factors to consider when setting prices, including customer perceptions of value, company and product costs, and other internal and external considerations. It explains concepts like value-based pricing, cost-based pricing, break-even analysis, demand curves, price elasticity, and how competitors' strategies and economic conditions can influence pricing decisions.
pricing involves the customer demand schedule, the cost function, and competitors’ prices. The question is how should a company integrate cost-, demand-, and competition-based pricing considerations? In setting a price the firm, for example Kodak, will have to consider the following cost-, demand-, and competition-based pricing decisions:
Pricing refers to the process of determining the monetary value assigned to goods and services based on factors like production costs, market demand, competition, and perceived value. Effective pricing is important for revenue generation, competitive advantage, brand image, and market share. The primary objectives of pricing are profit maximization, market share growth, and revenue growth. Determining pricing involves considering costs, demand, competition, perceived value, and market conditions. Common pricing methods include cost-based pricing, demand-based pricing, competition-based pricing, value pricing, and going rate pricing.
This document discusses various pricing strategies and considerations for business-to-business transactions. It outlines the underlying basis of price as enabling transactions while providing customer value in exchange for price paid. It then describes different market structures from pure competition to monopoly. Key decisions in managing price include determining pricing strategy, channel prices and margins, single and multi-product pricing, and establishing a pricing system. The document also discusses value-based pricing, strategic and tactical pricing objectives, and factors like product lifecycle stages that influence pricing. It provides examples of various pricing tactics including bundling, discounts, bidding, and negotiations.
Pricing is an important business decision that directly affects revenues. There are many internal and external factors that must be considered when setting prices, including objectives, costs, competition, and demand. Some common pricing strategies include penetration pricing, premium pricing, bundle pricing, psychological pricing, promotional pricing, and dynamic pricing. The objectives and factors affecting price are analyzed to determine the optimal pricing strategy.
This document discusses factors that affect pricing decisions and different pricing strategies. It begins by defining pricing and its objectives. It then outlines internal factors like business objectives, costs, and product differentiation and external factors like demand, competition, and economic conditions that influence pricing. Finally, it explains various pricing strategies such as penetration pricing, premium pricing, bundle pricing, psychological pricing, and dynamic pricing that are used to meet pricing objectives.
1. Price is determined by what customers are willing to exchange to obtain a product, which may include money, goods, services or other valuable considerations.
2. Setting price involves estimating demand, determining costs, and selecting an appropriate price point based on objectives and constraints. Key factors include demand elasticity, competitors' prices, and customers' perceived value.
3. Pricing strategies can be based on costs, demand factors, or competitors, and involve techniques like cost-plus pricing, value-based pricing, price bundling or discounts. Psychological pricing tactics also influence customers' perceptions of quality and value.
This document discusses pricing methods and strategies. It defines price and discusses factors that affect price decisions like marketing objectives, costs, the nature of the market, and competitors. It also covers major considerations in setting price like pricing objectives, strategies, and procedures. Common pricing mistakes and major pricing strategies like cost-based, value-based, and product mix pricing are summarized as well.
This document discusses pricing strategies and forecasting in the tourism and hospitality industry. It explains that pricing involves balancing costs with customer demand and competitor prices to maximize profits. Various pricing methods are outlined, including cost-based, demand-based, competition-based, and profit-based approaches. The document also discusses the characteristics of pricing in the tourism industry and strategies such as price skimming, penetration pricing, and product mix pricing. Forecasting is defined as estimating future demand using historical data and other inputs to help with tasks like scheduling and purchasing. The importance of using accurate historical, current, and future data in forecasts is also highlighted.
This document discusses pricing strategies and factors that affect pricing decisions. It explains that pricing is the process of determining the revenue a company will receive for its products. Pricing must achieve financial goals, fit market realities, and support product positioning. Factors like costs, customers, competition, and other variables influence pricing. Common pricing strategies include penetration pricing, skimming pricing, competition pricing, product line pricing, bundle pricing, psychological pricing, premium pricing, and optional pricing. The document also outlines basic pricing guidelines and different types of price discounts.
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NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...BBPMedia1
Nathalie zal delen hoe DEI en ESG een fundamentele rol kunnen spelen in je merkstrategie en je de juiste aansluiting kan creëren met je doelgroep. Door middel van voorbeelden en simpele handvatten toont ze hoe dit in jouw organisatie toegepast kan worden.
The Most Inspiring Entrepreneurs to Follow in 2024.pdfthesiliconleaders
In a world where the potential of youth innovation remains vastly untouched, there emerges a guiding light in the form of Norm Goldstein, the Founder and CEO of EduNetwork Partners. His dedication to this cause has earned him recognition as a Congressional Leadership Award recipient.
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During the budget session of 2024-25, the finance minister, Nirmala Sitharaman, introduced the “solar Rooftop scheme,” also known as “PM Surya Ghar Muft Bijli Yojana.” It is a subsidy offered to those who wish to put up solar panels in their homes using domestic power systems. Additionally, adopting photovoltaic technology at home allows you to lower your monthly electricity expenses. Today in this blog we will talk all about what is the PM Surya Ghar Muft Bijli Yojana. How does it work? Who is eligible for this yojana and all the other things related to this scheme?
Starting a business is like embarking on an unpredictable adventure. It’s a journey filled with highs and lows, victories and defeats. But what if I told you that those setbacks and failures could be the very stepping stones that lead you to fortune? Let’s explore how resilience, adaptability, and strategic thinking can transform adversity into opportunity.
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Every industrial revolution has created a new set of categories and a new set of players.
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Manufacturing startups constitute the largest pipeline share of unicorns and IPO candidates in the SF Bay Area, and software startups dominate in Germany.
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Virtually no management focus on price
Lack of formal education or publications
Single biggest driver of pricing decisions is usually cost; however, cost should not be part of the equation
Cost has nothing to do with price
Myths
Customers are price sensitive -- no, they are value sensitive
Price is a competitive advantage -- only if you’re the low cost producer, of which there is only one and it’s driven by economies of scale
Cost affects price -- cost has no impact on price, value does
Summary
Pricing is a very important business activity that deserves the focus of management
Pricing is a human endeavor, modeling is inappropriate
Companies make money on margins, not pricing
Much more flexibility to pricing than anyone imagines
A 5% price cut = 50% profit reduction. Do not compensate based on revenue, you’re tacitly endorsing price cuts.
Put production on the same margin as sales. This will encourage them to reduce costs.
The more prices you have, the more volume and revenue you generate (price segmentation). Draw price/volume curve with only a few price levels versus a lot of price levels and watch the open spaces, missed revenue, disappear.
Ways to vary price for the same product:
timing - airline, hotel, utilities, Broadway, deliveries
location - hotel, outlet malls, event seats
bundling - integrated systems - PacFab, IT VARs
volume - bogof, Sams
customer ID - affinity cards, AARP
product variations - color, package
metering - utilities
Nothing is sacred about the unit of sales. Sell what the customer wants thereby providing greater value.
Everything is relative:
people
situations
perceptions
3. Revenue - Fixed and Variable Costs = Profits
It’s a marketing expense to the seller because they are leaving money on the table.
Top line is revenue; bottom line is profit
1. If a business has 40% margin and cuts price 10%, they must increase sales 33% to breakeven.-10 / 40-10 = 33%
A 10% price increase could absorb a 20% reduction in sales.
3. To justify lowering prices not to lose business you must consider how much business you’d have to lose. A 5% price cut with a 40% margin would be justified only if you would lose at least 12.5% of your business.
-5 / 40 = -12.5%
Customers define value
Competitors help define the price band
Costs are a given
Constraints are perceived except for governmental
Pricing is a marketing activity, not a business or cost analysis activity
Pricing is a marketing activity not a business, or financial analysis, activity. Many creative solutions are available.
Robinson-Patman (anti-price discrimination act) only prohibits different prices among competitors:
“cost to serve” clause
“competitive quote” clause
Avoid collusion (e.g., ADM)
Variable costs for pricing purposes are specific to that particular customer:
selling
proposal development (new business investment)
management time (planning & management)
quality control (proofreading, mechanical art)
credit
special handling (packaging, presentation)
There are things the customer sees value in and must be willing to pay for. Must find out what those things are and sell against them. These will vary by customer.
Forward-looking = future expenses
Incremental = special requests or needs
Avoidable = make goods (6 Sigma, TQM help to reduce)
Price bands are wider than you think. Can always be wider.
50X is about as high as you can go (smallest observed was kraft paper @ 20%)
Customers will always buy the most expensive first.
Take margin where perception/value is higher and take add value.
Drivers: perception, time, contract.
“Cost to serve” differences based on location, volume, etc.
Pricing structure can be affected by government price controls, et. al.
Customer buying process = 3-bid vs. non-shopper
Uneven switching cost = supplemental product cost
Uneven economic value to the customer = seasonal energy needs – gas in winter, electricity in summer
Unique value = customer benefit varies as different buyers realize different value (e.g., plastic pellets for a toy mftr. vs. stress ball mftr.)
Substitute awareness = customer service vs. competition (supplemental product availability)
Difficult comparison = structure prices differently, don’t quote to spec (prevent apples to apples comparison)
Total expenditure = break down total cost of ownership (show l.t. benefits w/r to parts, service, maintenance)
End-benefit = less price sensitive on less costly items (plastic pellets for toys vs. automobile dash boards)
Shared cost = more price sensitive if you pay for the whole thing
Sunk investment = make money on spares, parts, etc. (razor & blades)
Price-quality = status/image of products/services (Toyota vs. Lexus)
Inventory = more inventory equals more price sensitivity (pellets); shorten shelf life to shorten inventory cycle (OTC drugs); service business can sign contracts but the inventory is service
Margin bands are much bigger than pricing bands since margins increase exponentially:
Invoice (tall curve) Pocket Price (medium)Margin (flatter)
__________ ______________________________
External Components Internal Components
More specialized = higher price due to greater customization
Strategic:
1) Price Leadership - high share, high technology, high quality
2) Price Signaling
Tactical:
1) Moving your average price band up in the industry without anyone noticing
2) Reducing the dollars left on the table
Industry price band is much bigger and wider. Show moving company price band within the industry price band
Skimming - targeting only most profitable or least price sensitive
Sequential skimming - varying prices to above
Penetration - increase price as gain share (Microsoft, Freightliner)
Neutral - maintaining place within the industry price band (stay at high end)
Buyer identification = Sam’s
Purchase location = grocery stores – affluent, lower income, crime
Time of purchase = in advance vs. at the door
Purchase quantity = discounts
Product design = modern vs. old (IPhone)
Product bundling = integrated system, one stop shopping
Tie-ins/metering = cell phones, water usage, electical usage
Pricing levers: 1) price level; 2) timing; 3) communication