1. McGraw-Hill/Irwin Copyright © 2011 by The McGraw-Hill Companies, Inc. All rights reserved.

2. Identify the elements that make up a price. LO1 Recognize the objectives a firm has in setting prices and the constraints that restrict the range of prices a firm can charge. Explain what a demand curve is and the role of revenues in pricing decisions. LO3 LO2 LEARNING OBJECTIVES (LO) AFTER READING CHAPTER 13, YOU SHOULD BE ABLE TO: 13-2

3. Describe what price elasticity of demand means to a manager facing a pricing decision. Explain the role of costs in pricing decisions. LO4 LO5 LEARNING OBJECTIVES (LO) AFTER READING CHAPTER 13, YOU SHOULD BE ABLE TO: Describe how various combinations of price, fixed cost, and unit variable cost affect a firm’s break-even point. LO6 13-3

4. “MY MOTHER WAS NOT THRILLED…”: THE LAUNCH OF STUBHUB.COM!  Plan for the Start-up  How StubHub’s Pricing Works Now 13-4

5. NATURE AND IMPORTANCE OF PRICE WHAT IS A PRICE?: THE PRICE EQUATION LO1  Price Price  Barter Barter  Price Equation 13-5

6. FIGURE 13-1 FIGURE 13-1 The “price” a buyer pays can take different names depending on what is purchased 13-6

7. MARKETING MATTERS How Flattening the World Affects Prices, Revenues, and Costs: InfoSys, IKEA, and You! LO1 13-7

8. NATURE AND IMPORTANCE OF PRICE PRICE AS AN INDICATOR OF VALUE LO1  Value Value  Value-Pricing Value-Pricing = $ $ 13-8

9. NATURE AND IMPORTANCE OF PRICE PRICE IN THE MARKETING MIX LO1  Profit Equation Profit Equation  Six Steps in Setting Price 13-9

10. FIGURE 13-2 FIGURE 13-2 The six steps in setting price. The first three steps are covered in Chapter 13 and the last three steps in Chapter 14. 13-10

11. STEP 1: IDENTIFY PRICING OBJECTIVES AND CONSTRAINTS IDENTIFYING PRICING OBJECTIVES LO2  Pricing Objectives Pricing Objectives Profit  Managing for Current Profit  Managing for Long-Run Profits  Target Return (ROI) 13-11

12. STEP 1: IDENTIFY PRICING OBJECTIVES AND CONSTRAINTS IDENTIFYING PRICING OBJECTIVES LO2 Sales ($) Social Responsibility Market Share ($ or #) Unit Volume (#) Survival  Pricing Objectives Pricing Objectives 13-12

13. MAKING RESPONSIBLE DECISIONS Student Credit Cards—What is the Real Price? LO2 13-13

14. STEP 1: IDENTIFY PRICING OBJECTIVES AND CONSTRAINTS IDENTIFYING PRICING CONSTRAINTS LO2  Pricing Constraints Pricing Constraints Demand for the Product Class (Cars), Product (Sports Cars), and Brand (Bugatti Veyron) Newness of the Product: Stage in the Product Life Cycle eBayeBay 13-14

15. STEP 1: IDENTIFY PRICING OBJECTIVES AND CONSTRAINTS IDENTIFYING PRICING CONSTRAINTS LO2 Single Product vs. a Product Line Cost of Producing and Marketing a Product Cost of Changing Prices and Time Period They Apply 13-15

16. STEP 1: IDENTIFY PRICING OBJECTIVES AND CONSTRAINTS IDENTIFYING PRICING CONSTRAINTS LO2 Type of Competitive Market  Oligopoly  Monopolistic Competition  Pure Monopoly  Pure Competition Competitors’ Prices 13-16

17. FIGURE 13-3 FIGURE 13-3 Pricing, product, and advertising strategies available to firms in four types of competitive markets 13-17

18. MARKETING MATTERS A Small Business Challenge: Finding the Right Prices for Regional Barbecue Sauces LO2 13-18

19. STEP 2: ESTIMATE DEMAND AND REVENUE FUNDAMENTALS OF ESTIMATING DEMAND LO3 The Demand Curve The Demand Curve  Price and Availability of Similar Products  Consumer Income  Consumer Tastes Demand Factors 13-19

20. FIGURE 13-4 FIGURE 13-4 Demand curves for Newsweek showing the effect on annual sales (quantity demanded per year) by a change in price caused by (A) a movement along and (B) a shift of the demand curve 13-20

21. STEP 2: ESTIMATE DEMAND AND REVENUE FUNDAMENTALS OF ESTIMATING DEMAND LO3 Movement Along vs. a Shift of Demand Curve  Movement Along a Demand Curve  Shift in the Demand Curve 13-21

22. FIGURE 13-4A FIGURE 13-4A Demand curve for Newsweek showing the effect on annual sales by a change in price caused by a movement along the demand curve 13-22

23. FIGURE 13-4B FIGURE 13-4B Demand curve for Newsweek showing the effect on annual sales by a change in price caused by a shift of the demand curve 13-23

24. STEP 2: ESTIMATE DEMAND AND REVENUE FUNDAMENTALS OF ESTIMATING REVENUE LO3  Total Revenue (TR) Total Revenue (TR)  Average Revenue (AR) Average Revenue (AR)  Marginal Revenue (MR) Marginal Revenue (MR)  Demand Curves and Revenue 13-24

25. FIGURE 13-5 FIGURE 13-5 Fundamental revenue concepts 13-25

26. FIGURE 13-6 FIGURE 13-6 How Newsweek’s downward- sloping demand curve affects total, average, and marginal revenues 13-26

27. STEP 2: ESTIMATE DEMAND AND REVENUE FUNDAMENTALS OF ESTIMATING REVENUE LO4  Price Elasticity of Demand Price Elasticity of Demand Elastic Demand Inelastic Demand Unitary Demand 13-27

28. STEP 2: ESTIMATE DEMAND AND REVENUE FUNDAMENTALS OF ESTIMATING REVENUE LO4 Products/Services Considered Necessities Items That Require Large Cash Outlays Product/Service Substitutes  Decisions Involving Price Elasticity 13-28

29. FIGURE 13-7 FIGURE 13-7 Should Newsweek executives raise subscription and newsstand prices? This is the dilemma they face. 13-29

30. STEP 3: DETERMINE COST, VOLUME, AND PROFIT RELATIONSHIPS THE IMPORTANCE OF CONTROLLING COSTS LO5  Total Cost (TC) Total Cost (TC)  Fixed Cost (FC) Fixed Cost (FC)  Variable Cost (VC) Variable Cost (VC)  Unit Variable Cost (UVC) Unit Variable Cost (UVC)  Marginal Cost (MC) Marginal Cost (MC)  Marginal Analysis Marginal Analysis 13-30

31. FIGURE 13-8 FIGURE 13-8 Fundamental cost concepts 13-31

32. MARKETING MATTERS Pricing Lessons from Failed Dot-Com Start-ups—Understand Revenues and Expenses  Dot-Com Successes  Dot-Com Failures LO5 13-32

33. STEP 3: DETERMINE COST, VOLUME, AND PROFIT RELATIONSHIPS BREAK-EVEN ANALYSIS LO6  Break-Even Analysis Break-Even Analysis  Break-Even Point (BEP) Break-Even Point (BEP) 13-33

34. FIGURE 13-9 FIGURE 13-9 Profit is a maximum at the quantity at which marginal revenue and marginal cost are equal 13-34

35. FIGURE 13-10 FIGURE 13-10 Calculating a break-even point for the picture frame store shows its profit starts at 400 framed pictures per year 13-35

36. STEP 3: DETERMINE COST, VOLUME, AND PROFIT RELATIONSHIPS BREAK-EVEN ANALYSIS LO6  Break-Even Chart Break-Even Chart  Applications of Break-Even Analysis 13-36

37. FIGURE 13-11 FIGURE 13-11 Break-even analysis chart for a picture frame store shows the break-even point at 400 pictures 13-37

38. FIGURE 13-12 FIGURE 13-12 The cost trade-off: Fixed versus variable costs 13-38

39. WASHBURN GUITARS: USING BREAK-EVEN POINTS TO MAKE PRICING DECISIONS VIDEO CASE 13 13-39

40. VIDEO CASE 13 WASHBURN GUITARS 1. What factors are most likely to affect the demand for the lines of Washburn guitars (a) bought by a first-time guitar buyer and (b) bought by a sophisticated musician who wants a signature model? 13-40

41. VIDEO CASE 13 WASHBURN GUITARS 2. For Washburn, what are examples of (a) shifting the demand curve to the right to get a higher price for a guitar line (movement of the demand curve) and (b) pricing decisions involving moving along a demand curve? 13-41

42. VIDEO CASE 13 WASHBURN GUITARS 3. In Washburn’s factory, what is the break-even point for the new line of guitars if the retail price is (a) $349, (b) $389, and (c) $309? Also, (d) if Washburn achieves the sales target of 2,000 units at the $349 retail price, what will its profit be? 13-42

43. VIDEO CASE 13 WASHBURN GUITARS 4. Assume that the merger with Parker leads to the cost reductions projected in the case. What will be the (a) new break- even point at a $349 retail price for this line of guitars and (b) new profit if it sells 2,000 units? 13-43

44. VIDEO CASE 13 WASHBURN GUITARS 5. If for competitive reasons, Washburn eventually has to move all its production back to Asia, (a) which specific fixed and variable costs might be lowered and (b) what additional fixed and variable costs might it expect to incur? 13-44

45. Price (P) A price (P) is the money or other considerations (including other goods and services) exchanged for the ownership or use of a good or service. 13-45

46. Barter Barter is the practice of exchanging goods and services for other goods and services rather than for money. 13-46

47. Value Value is the ratio of perceived benefits to price; or Value = (Perceived benefits divided by Price). 13-47

48. Value-Pricing Value-pricing is the practice of simultaneously increasing product and service benefits while maintaining or decreasing price. 13-48

49. Profit Equation The profit equation is: Profit = Total revenue − Total cost; or Profit = (Unit price × Quantity sold) − (Fixed cost + Variable cost). 13-49

50. Pricing Objectives Pricing objectives specify the role of price in an organization’s marketing and strategic plans. 13-50

51. Pricing Constraints Pricing constraints are factors that limit the range of prices a firm may set. 13-51

52. Demand Curve A demand curve is a graph relating the quantity sold and price, which shows the maximum number of units that will be sold at a given price. 13-52

53. Demand Factors Demand factors are those that determine consumers’ willingness and ability to pay for goods and services. 13-53

54. Total Revenue (TR) Total revenue (TR) is the total money received from the sale of a product. 13-54

55. Average Revenue (AR) Average revenue (AR) is the average amount of money received for selling one unit of a product, or simply the price of that unit. 13-55

56. Marginal Revenue (MR) Marginal revenue (MR) is the change in total revenue that results from producing and marketing one additional unit of a product. 13-56

57. Price Elasticity of Demand The price elasticity of demand is the percentage change in quantity demanded relative to a percentage change in price. 13-57

58. Total Cost (TC) Total cost (TC) is the total expense incurred by a firm in producing and marketing a product. Total cost is the sum of fixed cost and variable cost. 13-58

59. Fixed Cost (FC) Fixed cost (FC) is the sum of the expenses of the firm that are stable and do not change with the quantity of a product that is produced and sold. 13-59

60. Variable Cost (VC) Variable cost (VC) is the sum of the expenses of the firm that vary directly with the quantity of a product that is produced and sold. 13-60

61. Unit Variable Cost (UVC) Unit variable cost (UVC) is variable cost expressed on a per unit basis for a product. 13-61

62. Marginal Cost (MC) Marginal cost (MC) is the change in total cost that results from producing and marketing one additional unit of a product. 13-62

63. Marginal Analysis Marginal analysis a continuing, concise trade-off of incremental costs against incremental revenues. 13-63

64. Break-Even Analysis Break-even analysis is a technique that analyzes the relationship between total revenue and total cost to determine profitability at various levels of output. 13-64

65. Break-Even Point (BEP) A break-even point (BEP) is the quantity at which total revenue and total cost are equal. 13-65

66. Break-Even Chart A break-even chart is a graphic presentation of the break-even analysis that shows when total revenue and total cost intersect to identify profit or loss for a given quantity sold. 13-66