0. Pricing Strategies
Chapter 12

1. Objectives
Learn the major strategies for pricing imitative and new products.
Understand how companies find a set of prices that maximizes the profits from the total product mix.

2. Objectives
Learn how companies adjust their prices to take into account different types of customers and situations.
Know the key issues related to initiating and responding to price changes.

3. c
AT&T Wireless
Price is #1 factor influencing choice of cellular companies
Prices in wireless industry dropped 25% in three years
Few companies were profitable
mLife ad campaign attempted to build the AT&T wireless brand so consumers would consider value rather than just price
Campaign met with strong initial success

4. Definitions Market-Skimming Pricing
Setting a high price for a new product to skim maximum revenues layer by layer from segments willing to pay the high price.

5. Definitions Market-Penetration Pricing
Setting a low price for a new product in order to attract a large number of buyers and a large market share.

6. Which pricing strategy does Dell appear to use?

7. Product Mix Pricing Strategies
Product Line Pricing
Setting price steps between product line items.
Price points

8. Product Mix Pricing Strategies
Optional-Product Pricing
Pricing optional or accessory products sold with the main product
Supplemental software, digital cameras, and printers sold with a new PC are examples

9. Product Mix Pricing Strategies
Captive-Product Pricing
Pricing products that must be used with the main product
High margins are often set for supplies
Services: two-part pricing strategy
Fixed fee plus a variable usage rate

10. Discussion Question
Country clubs are an example of entities that use a two-part pricing strategy.
Name some other examples.

11. Product Mix Pricing Strategies
By-Product Pricing
Pricing of low-value by-products to get rid of them

12. Product Mix Pricing Strategies
Product Bundle Pricing
Pricing bundles of products sold together
Common in fast food industry

13. Price Adjustment Strategies
Types of discounts
Cash discount
Quantity discount
Functional (trade) discount
Seasonal discount
Allowances
Trade-in allowances
Promotional allowances
Discount / allowance
Segmented
Psychological
Promotional
Geographical
International

14. Discussion Question
Hotels offer seasonal discounts during slow sales periods.
What are some other examples of products or services that could benefit from a seasonal pricing strategy?

15. Price Adjustment Strategies
Types of segmented pricing strategies:
Customer-segment
Product-form pricing
Location pricing
Time pricing
Also called revenue or yield management
Certain conditions must exist for segmented pricing to be effective
Discount / allowance
Segmented
Psychological
Promotional
Geographical
International

16. Price Adjustment Strategies
Conditions Necessary for Segmented Pricing Effectiveness
Market can be segmented
Lower priced segments are not able to resell to higher priced segments
Competitors can not undersell segments charging higher prices
Pricing must be legal
Costs of segmentation can not exceed revenues earned
Segmented pricing must reflect real differences in buyers’ perceived value

17. Price Adjustment Strategies
The price is used to say something about the product.
Price-quality relationship
Reference prices
Differences as small as five cents can be important
Numeric digits may have symbolic and visual qualities that psychologically influence the buyer
Discount / allowance
Segmented
Psychological
Promotional
Geographical
International

19. Price Adjustment Strategies
Temporarily pricing products below the list price or even below cost
Loss leaders
Special-event pricing
Cash rebates
Low-interest financing, longer warranties, free maintenance
Promotional pricing can have adverse effects
Discount / allowance
Segmented
Psychological
Promotional
Geographical
International

20. Price Adjustment Strategies
Promotional Pricing Strategies
Easily copied by competitors
Creates deal-prone consumers
May erode the brand’s value
Not a substitute for effective strategic planning
Frequent use leads to industry price wars which benefit only a few firms

21. Discussion Question
How might Home Depot use various promotional pricing tactics to engage shoppers, while minimizing the potential negative consequences?
For example, what products would work well as loss leaders?

22. Price Adjustment Strategies
Types of geographic pricing strategies:
FOB-origin pricing
Uniform-delivered pricing
Zone pricing
Basing-point pricing
Freight-absorption pricing
Discount / allowance
Segmented
Psychological
Promotional
Geographical
International

23. Price Adjustment Strategies
Prices charged in a specific country depend on many factors
Economic conditions
Competitive situation
Laws / regulations
Distribution system
Consumer perceptions
Cost considerations
Discount / allowance
Segmented
Psychological
Promotional
Geographical
International

24. Assessing & Responding to Competitor’s Price Changes
Figure 12-1:
Assessing & Responding to Competitor’s Price Changes

25. BusinessNow Metreo Video Clip
Whether or not to match competitor’s pricing in an attempt to win a sale is a question faced by many B2B marketers.
Clicking the Video Clip icon will launch a short video (typically between 20 seconds and 1 minute in length) extracted from one of the BusinessNow Video shorts that accompany the text. You must have RealPlayer, QuickTime, or Windows Media Player installed for the video clip to function correctly. From the VIEW menu, select COMMENTS to hide this box.
Click the picture above to play video

26. Price Changes Initiating Price Cuts is Desirable When a Firm:
Has excess capacity
Faces falling market share due to price competition
Desires to be a market share leader

27. Price Changes Price Increases are Desirable:
If a firm can increase profit, faces cost inflation, or faces greater demand than can be supplied.

28. Price Changes Methods of Increasing Price
Eliminating discounts
Adding higher-priced units to the product line
Alternatives to Increasing Price
Reducing product size
Using less expensive materials
Unbundling the product

29. Price Changes
Buyer reactions to price changes must be considered.

30. Price Changes
Competitors are more likely to react to price changes under certain conditions.
Number of firms is small
Product is uniform
Buyers are well informed

31. Price Changes Respond To Price Changes Only If:
Market share / profits will be negatively affected if nothing is changed.
Effective action can be taken:
Reducing price
Raising perceived quality
Improving quality and increasing price
Launching low-price “fighting brand”

32. Scott Towels is a good example of a fighting brand
Scott Towels is a good example of a fighting brand. The value-priced brand costs less than P&G’s Bounty but delivers high customer satisfaction.

33. Public Policy Issues in Pricing
Figure 12-2:
Public Policy Issues in Pricing

34. Public Policy and Pricing
Pricing within Channel Levels
Price-fixing
Competitors can not work with each other to set prices
Predatory pricing
Firms may not sell below cost with the intention of punishing a competitor or gaining higher long-run profits or running a competitor out of business.

35. Public Policy and Pricing
Pricing across Channel Levels
Price discrimination
Retail price maintenance
Deceptive pricing
Bogus reference / comparison pricing
Scanner fraud
Price confusion