1. Welcome PRICING STRATEGIES & DECISIONS

2. Name: Surej P John Office: MSM 3 rd floor, Cabin# 01 Email: surejpjohn@gmail.com

3. Brief Contents Brief Contents (P. xvi) Section 1 - INTRODUCTION Chapter 1 – Effective Pricing Management Section 2 – ECONOMIC FOUNDATION OF PRICING THEORY Chapter 2 – The Economics of Price Determination Chapter 4 – Signaling and Managing Competition Section 3 – UNDERSTANDING CUSTOMER & BUYER BEHAVIOR Chapter 6 – Pricing Practices that Endanger Profits Chapter 8 – Customer Value Analysis Section 4 – PROFITABILITY ANALYSIS FOR PRICING DECISIONS Chapter 10 – The Role of Costs in Pricing Decisions Chapter 12 – Marketing Profitability Analysis Section 5 – DEVELOPING PRICING STRATEGIES Chapter 14 – Pricing Over the Product Life Cycle Chapter 15 – Product-Line Pricing Section 6 – MANAGING THE PRICING FUNCTION Chapter 16 – Developing a Price Structure Chapter 17 – Pricing to and through the Channel Section 7 – SPECIAL TOPICS ON PRICING Chapter 21 – Pricing on the Internet Section 8 - RECOMMENDATIONS Chapter 22 – Guidelines for Better Pricing Decisions

4. MARK ALLOCATIONS Quizzes in Class (2x5%) 10% Participation/ Classroom performance* 5% Case study/presentations/Assignments 10% Term Project 15% Midterm Examination 30% Comprehensive Final Examination 30% Total100% SUREJ P JOHN 4

5. Course syllabus, project outline, power points are all available in www.lms.au.edu mkt 39 Enrollment key: mkt 39 All students are requested to register online to make use of the online resources. 1/2011 SUREJ P JOHN

6. STUDY WITHIN A GROUP 4-5 students per group Make a group portfolio with following details  Group name  Student ID  Full name and Nick name  Section number  A recent color photo  Contacting info. (email, cell phone#)

7. ASSIGNMENT-1 Login to LMS and follow the instructions carefully. Submit the assignment online No email submissions allowed Time limit is applicable ( Until next class)