Professional Documents
Culture Documents
Copyright 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved.
Copyright 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved.
A broad perspective needed in examining the costs a particular alternative may present for the buyer. Rather than making a decision on the basis of price alone, organizational buyers emphasize the total cost in use of a particular product or service.
Copyright 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved.
There is no easy formula for pricing an industrial product or service. The decision is multidimensional. The each interactive variable assumes significance.
Fig. 15.2
Copyright 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved.
Price Objectives
The pricing decision must be based on objectives congruent with marketing and overall corporate objectives. The marketer starts with principal objectives and adds collateral pricing goals: 1. Achieving a target return on investment, 2. Achieving a market-share goal, 3. Meeting competition.
Copyright 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved.
Price Objectives
Like Dow Chemical focuses first on pricing low margin commodity goods to build a dominant market share and then on maintaining that dominant market share. DuPonts strategy emphasizes higher margin specialty products. Initially priced higher and reduced later as the market share expands and competition intensifies.
Copyright 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved.
The equation highlights how the relative perceived values of two competing offerings are compared. The premium price differential, or perceived relative value, can be broken down into components based on each important attribute: 1. the value of the attribute to the buyer, 2. the perception of how competing offerings perform on that attribute.
Copyright 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved.
Target Costing
Target costing features a design-to-cost philosophy that begins by examining market conditions: Identifies and targets the most attractive market segments. Determines what level of quality and types of product attributes will be required to succeed.
Developed by Cool Pictures and MultiMedia Presentations Copyright 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved.
Copyright 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved.
Copyright 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved.
2. Technological improvements.
3. Economies of scale.
Copyright 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved.
Under certain conditions, followers into a market may confront lower initial costs than did the pioneer. By failing to recognize potential cost advantages of late entrants, the business marketer can dramatically overstate costs differences.
Developed by Cool Pictures and MultiMedia Presentations Copyright 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved.
Copyright 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved.
Copyright 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved.
Copyright 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved.
Competitive Bidding
Closed bidding, often used by business and governmental buyers, involves a formal invitation to potential suppliers to submit written, sealed bids for a particular business opportunity. Open bidding is more informal and allows suppliers to make offers (oral and written) up to a certain date.
Copyright 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved.