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PRICING AND PROMOTION Module 7
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PRICING STRATEGY
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OUTLINE H Pricing Objectives H Analyzing the Price Situation H Pricing Programs H Additional Considerations
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PRICING OBJECTIVES H Primary Demand Objectives H Selective Demand Objectives H Product Based Objectives
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PRIMARY DEMAND OBJECTIVES H Increase number of users –reduce economic risk of trial –offer better value H Increase rate of purchase –enhance frequency of consumption –enable use in wider situations
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SELECTIVE DEMAND OBJECTIVES H Retention –Meet competition (establish price parity) H Acquisition –Undercut competition on price –Use price to signal premium quality
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PRODUCT LINE BASED STRATEGIES H Substitutes –Trade up –Distinguish on the basis of features/benefits H Complements –Expand range purchased –Attract new customers
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ANALYZING THE PRICE SITUATION H What will be market responsiveness to changes in price?
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RESPONSE TO ALTERNATIVE PRICES H How large is the market? H What segments exist? H How sensitive is demand in segments of interest to changes in price? H How important are non-price factors? H What are estimated sales at price levels?
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PRICE ELASTICITY H What is elasticity? H Price elasticity is the percentage change in the quantity demanded (when price changes) divided by the percentage change in price.
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ESTIMATING PRICE SENSITIVITY H Test marketing H Analysis of historical price/sales data H Consumer panels H Executive (management) judgment
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NON PRICE FACTORS H Quality H Uniqueness H Service H Availability H Warranty
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FORECASTS H What are estimated sales at different price levels?
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TYPES OF PRICING PROGRAMS H Skimming Pricing H Penetration Pricing H Parity Pricing H Premium Pricing H Flexible Pricing
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PRICING FOR SUBSTITUTES H Anchoring
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PRICING FOR COMPLEMENTS H Leader pricing H Price Bundling
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OTHER PRICE ELEMENTS H Coupons H Cents-off-deals H Promotion allowances H Rebates H Quantity discounts H Cash discounts
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OTHER PRICE ELEMENTS H Credit or financing assistance H Long term contracts H Negotiated pricing
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ADDITIONAL CONSIDERATIONS H Political/Legal environment H International considerations
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PROMOTION STRATEGY
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OUTLINE H Introduction H Framework for developing an effective promotion mix H Budgeting H Other Strategies
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PROMOTIONAL MIX H Promotion (Communication) tools consist of: –Advertising –Personal Selling –Sales Promotion –Public Relations
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ADVERTISING H Nonpersonal communication transmitted through the mass media H Sponsor identified
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PERSONAL SELLING H Face to face interaction with the client H More money is spent on the selling function than is advertising!
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SALES PROMOTION H Activities which supplement personal selling and advertising H Trade shows, contests, samples, point of purchase displays, coupons
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PUBLIC RELATIONS H Public information about a company, good, or service appearing in the mass media
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CHOOSE A STRATEGIC OBJECTIVE H Think about the the buyer’s decision process! –Need Recognition –Gathering Information –Evaluation of Alternatives –Decision to Purchase –Product Use
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FRAMEWORK FOR PROMOTION MIX H Characteristics of Target Market(s) H Business Strategies –Prospectors –Niche Defenders H Positioning H Internal Environment H External Environment
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DETERMINING THE PROMOTION MIX H Product Factors –Industrial vs Consumer Goods –Perceived risk –Durable vs Nondurable –Frequency of Purchase H Market Factors –Stage of the PLC –Intensity of competition
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DETERMINING THE PROMOTION MIX H Customer Factors –Ability to identify decision maker –Degree of self service H Marketing Mix Factors –Other elements of the Marketing Mix
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BUDGETING H Percent of Sales H Comparative Parity H Objective and Task
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MEDIA SELECTION STRATEGY H Choosing the appropriate media channel H Move customers from unawareness to buying action H Advertising objectives –Exposure, awareness, attitude change, sales
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ADVERTISING COPY STRATEGY H Designing the content of an advertisement H Considerations? H Source credibility, message repetition, rational versus emotional appeals, comparative advertising
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SELLING STRATEGY H Moving the customers to purchase through face-to-face contact H Issues –Sales force size –Organization –Motivating the salesforce –Compensation
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SALES PROMOTION STRATEGY H Usually designed to raise awareness and trial H Coordinate with other promotional efforts
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