1. Pricing- Part Deux Chapter 20

2. Pricing Process Identify Pricing ConstraintsEstimate Demand and RevenueDetermine Cost, Volume, & Profit RelationshipsSelect an Approximate Price LevelSet List/Quote PriceMake Special Adjustments to List/Quoted Price

3. Step 4: Select an Appropriate Price Level Demand-Oriented Demand-Oriented Cost-Oriented Cost-Oriented Profit-Oriented Profit-Oriented Competition-Oriented Competition-Oriented

4. Demand-Oriented Price Skimming Price Skimming Penetration Pricing Penetration Pricing Prestige Pricing Prestige Pricing Price Lining Price Lining Odd-Even Pricing Odd-Even Pricing Target Pricing Target Pricing Bundle Pricing Bundle Pricing Yield Management Pricing Yield Management Pricing Source: http://www.clker.com/clipart-125655.html

5. Cost-Oriented Standard Mark-up Pricing Standard Mark-up Pricing Cost-Plus Pricing Cost-Plus Pricing Experience Curve Pricing Experience Curve Pricing

6. Profit-Oriented Target Profit Pricing Target Profit Pricing Target Return on Sales Pricing Target Return on Sales Pricing Target Return-on-Investment Pricing Target Return-on-Investment Pricing

7. Competition-Oriented Pricing Customary Pricing Customary Pricing Above-, At-, or Below-market Pricing Above-, At-, or Below-market Pricing Loss-Leader Loss-Leader

8. Step 5: Set the List or Quoted Price One-Price v. Flexible- Price Policy One-Price v. Flexible- Price Policy Effects Effects Company Product-line pricing Customer effects Perceptions Competitive Price war Source: http://www.clker.com/clipart-price-tag.html

9. Step 6: Make Special Adjustments to the List or Quoted Price Discounts Discounts Quantity Discounts Quantity Discounts Seasonal Discounts Seasonal Discounts Trade (Functional) Discounts Trade (Functional) Discounts $100 less 25/20/10 $100 less 25/20/10 Cash Discounts Cash Discounts $1,000 2/10 net 30 $1,000 2/10 net 30

10. Step 6: Make Special Adjustments to the List or Quoted Price Allowances Allowances Trade-in Allowances Trade-in Allowances Promotion Allowances Promotion Allowances EDLP EDLP

11. Step 6: Make Special Adjustments to the List or Quoted Price Geographical Adjustments Geographical Adjustments FOB Origin Pricing FOB Origin Pricing Uniform Delivered Pricing Uniform Delivered Pricing Single-Zone Pricing Single-Zone Pricing Multiple-Zone Pricing Multiple-Zone Pricing Freight Absorbed Pricing Freight Absorbed Pricing Basing-Point Pricing Basing-Point Pricing

12. Legal Issues Price fixing Price fixing Price discrimination Price discrimination Deceptive pricing Deceptive pricing Geographical pricing Geographical pricing Predatory pricing Predatory pricing