1. Principles of Marketing Lecture-26

2. Summary of Lecture-25

3. Setting Pricing Policy

4. General Pricing Approaches

5.  Cost-based Pricing  Value-based Pricing  Competition-based Pricing

6. New Product Pricing Strategies

7. Market Skimming Market Penetration

8. Product Mix Pricing Strategies

9. Product Line Pricing Optional-Product Pricing Captive-Product Pricing By-Product Pricing Product-Bundle Pricing Product Mix Pricing Strategies Product Mix Pricing Strategies

10. Today’s Topics

11. Price

12.  Often the only marketing mix variable allowing for immediate competitive response  Important part of product positioning  Long term effects of pricing decisions--your decisions may come back to haunt you!

13. Price - Quality Strategies

14. Premium Strategy Overcharging Strategy Overcharging Strategy Good-Value Strategy Good-Value Strategy Economy Strategy Economy Strategy Price HigherLower Higher Lower Quality

15. Price-Adjustment Strategies

16. Discount and Allowance Pricing Segmented Pricing Psychological Pricing Promotional Pricing Geographical Pricing International Pricing

17. Discount and Allowance Pricing

19. Quantity Discount Pricing Quantity discounts reward bigger buyers Discounts

20. Seasonal Seasonal discounts encourage purchases earlier than demand Quantity Discount Pricing

21. Cash discounts encourage customers to pay invoices earlier Quantity Seasonal Discount Pricing Discount Pricing Cash

22. Trade discounts reflect jobs done by middlemen … and usually are pretty much standardized by expected margins Trade Quantity Seasonal Discount Pricing Discount Pricing Cash

23. Trade Quantity Seasonal Discount Pricing Discount Pricing Sale Cash Temporary price cuts to shift demand (rebates, trade deals, etc.)

24. Advertising Allowance Allowances Common Kinds of Allowances Common Kinds of Allowances Advertising or promotion allowance is a reduction from amount due to compensate middleman for promotion expenses, often as a percentage of total sales

25. Stocking Allowance Common Kinds of Allowances Common Kinds of Allowances Advertising Allowance Stocking allowances (also known as slotting fees) are payments to wholesalers or retailers to stock unproven new products (I.e., “rent” for shelf space)

26. Trade-In Allowance Common Kinds of Allowances Common Kinds of Allowances Advertising Allowance Stocking Allowance Trade-in allowances are relatively uncommon but in some business markets are critical Brokers often develop to get rid of used products

27. Push Money Allowance Common Kinds of Allowances Common Kinds of Allowances Stocking Allowance Trade-In Allowance Push money is an allowance that is usually passed on to salespeople for pushing a particular product Advertising Allowance

28. Segmented Pricing

30. Psychological Pricing Value $22.00 Sale $14.99

31.  Considers the psychology of prices and not simply the economics.  Customers use price less when they can judge quality of a product.  Price becomes an important quality signal when customers can’t judge quality; price is used to say something about a product.

32. Odd/Even Pricing--Does It have an Impact? Sale $14.99

33.  Theory: $3.00 is rounded to $3.00 while $2.99 is rounded to “$2.00 plus change”  Reality: Studies in U.S. have found some impact; no impact found in Germany  Note that odd pricing may signal receiving a bargain, which may or may not be compatible with the desired product image

34. Promotional Pricing

35. Special-Event Pricing Cash Rebates Low-Interest Financing Longer Warranties Free Merchandise Discounts Loss Leaders Temporarily Pricing Products Below List Price to Increase Short- Term Sales Through

36. Geographical Pricing

37. F.O.B. Common Geographic Pricing Policies Common Geographic Pricing Policies F.O.B. means “free on board” (e.g., at some place such as a factory, warehouse, destination,etc.) Customer pay the freight and take risk of shipping product

38. F.O.B. Zone Zone pricing sets some “average” price that is used anywhere within a specific geographic zone (I.e., may be a whole country or region), but prices differ between zones Common Geographic Pricing Policies Common Geographic Pricing Policies

39. F.O.B.Zone Uniform Delivered Making an average freight charge to all customers, usually used when transportation costs are low or for simplicity. Common Geographic Pricing Policies Common Geographic Pricing Policies

40. Freight Absorption Seller absorbs all or part of the freight costs to meet the prices of the nearest competitor … amounts to price cutting to appeal to distant customers. Common Geographic Pricing Policies Common Geographic Pricing Policies F.O.B.Zone Uniform Delivered

41. Basing-point pricing A geographical pricing strategy in which the seller designate some city as a basing point and charges all customers the freight cost from that city to the customers.

42. Basing-Point Freight-Absorption Zone Pricing Uniform Delivered FOB Origin Pricing Tactics Based on Geography Pricing Tactics Based on Geography

43. International Pricing

44.  Adjusting prices for customers in different counties.  Price depends on costs, consumers, economic conditions, competitive situations, & other factors.

45. Enough for today...

46. Summary

47. Price - Quality Strategies

48. Premium Strategy Overcharging Strategy Overcharging Strategy Good-Value Strategy Good-Value Strategy Economy Strategy Economy Strategy Price HigherLower Higher Lower Quality

49. Price-Adjustment Strategies

50. Discount and Allowance Pricing Segmented Pricing Psychological Pricing Promotional Pricing Geographical Pricing International Pricing

51. Next….

52. Price Changes

53. Principles of Marketing Lecture-26