This is an archive of photos and exhibits from the text and additional graphics and exhibits as referenced in the Basic Marketing Multimedia Lecture Guides. See the Basic Marketing Multimedia Lecture Support Package for additional detail and teaching suggestions. For use only with Perreault/Cannon/McCarthy. These images may not be redistributed or used for any other purpose without permission of the publisher, McGraw- Hill/Irwin, The McGraw-Hill Companies, Inc. For use only with Perreault/Cannon/McCarthy or Perreault/McCarthy texts. © 2009 McGraw-Hill Companies, Inc. McGraw-Hill/Irwin Basic Marketing – Chapter 17 Supplementary PowerPoint Archive

Crest SpinBrush research in China opening photo (p. 455)

Exhibit 17-1: Strategy Planning and Pricing Objectives and Policies (p.457)

IKEA ad on street (p.457)

Exhibit 17-2: Price Exchanged for Something of Value (as seen by consumers or users) (p.458)

Exhibit 17-3: Price Exchanged for Something of Value (as seen by channel members) (p.458)

Exhibit 17-4: Possible Pricing Objective (p.459)

Mount Sinai ad (p.459)

Breyers ad (p.460)

Mars ad (p.460)

Trico ad (p.462)

Carnival ad (p.462)

Exhibit 17-5: Impact of Price Cut on Profit (p.463)

Corian ad (p.465)

Exhibit 17-6: Alternative Introductory Pricing Policies (p.466)

Sony PS3 photo (p.466)

Corti-Care ad (p.467)

Commit ad (p.467)

Exhibit 17-7: Exchange Rates for Various Currencies against the U.S. Dollar Over Time (p. 468)

British Airways ad (p.468)

Frontline Plus ad (p.469)

Sample invoice photo (p. 470)

VISA ad (p.470)

Bianco footware ad (p.471)

Barnes & Noble photo (p.474)

Haggar ad (p.475)

Hyundai ad (p.475)

Subway coupon (p.475)

Epeda mattress ad (p. 476)

MySimon website (p. 477)

Kellogg’s Special K Red Berries cereal photo (p.477)

Borden and dealer brand canned milk photo (p. 480)

Ragged Mountain ad

Merck ad

Fuel sign photo

Hydra Pools ad

Professional Carwashing & Detailing ad

Palm Zire ad

HotPockets ad

DHL international ad

Discounts

  DISCOUNTS are reductions from list price that are given by a seller to a buyer who either gives up some marketing function or provides the function himself   Quantity discounts – –Cumulative quantity discounts encourage repeat purchases and relationships – –Noncumulative encourage large orders   Seasonal discounts smooth out demand   Cash discounts encourage early payment   Trade (functional) discounts go to middlemen Discount Policies

RedRoof Inns discount ad

PayPal website

Pam ad with coupon

  Free on Board (F.O.B) at some place   Examples: – –F.O.B. seller's factory – –F.O.B. delivered – –F.O.B. factory—freight prepaid   Zone Pricing: an average freight charge to all buyers within specific geographic areas   Uniform Delivered Pricing: the same (average) freight charge to all buyers   Freight Absorption Pricing: seller pays freight cost so delivered price matches competition Geographic Pricing Policies

  Customer value considers total costs and benefits   Costs and benefits are impacted not only by list price but by – –Discounts – –Allowances – –Delivery terms and geographic pricing policies – –Sales and deals – –Price flexibility (and transaction costs)   Value pricing leads to superior customer value – –Value pricing is setting a fair price level for a marketing mix that really gives the target market superior customer value Pricing Policies Combine to Impact Customer Value

Transamerican Wholesale ad

Quilted Northern Ultra and AirTran ads

Dawn and 3 Musketeers ads

Sun TV and Appliance retail store photo

  Regulates price discrimination—selling the same products to different buyers at different prices – –if it injures competition   Cost differences can justify prices differences – –analysis must have been done in advance   You can match a competitor's prices   Functional discounts are usually ok   Does not apply to sales to final consumers Robinson-Patman Act