In this chapter We will discuss: buyer and seller perspectives on pricing pricing objectives the issue of price elasticity strategies for setting profitable and justifiable prices.
Introduction Pricing decisions are important for several reasons: 1. Price is the only element of the marketing mix that leads to revenue and profit. 2. Price typically has a direct connection with customer demand. 3. Pricing is the easiest element of the marketing program to change. 4. Pricing is a major quality cue for customers.
The Sellers Perspective on Pricing Cost Demand Customer value Competitors prices Four key issues important in pricing strategy The Buyers Perspective on Pricing From the buyers perspective, two key issues determine pricing strategy for most firms:
(2) price sensitivity A Shift in the Balance of Power Buyers have increased power over sellers when: 1-there is a large number of sellers in the market 2-there are many substitutes for the product 3-the economy is weak and fewer customers will part with their money
Sellers have increased power over buyers when: 1-certain products are in short supply or in high demand 2-during good economic times when customers will spend more money The Relationship Between Price and Revenue When setting prices, many firms hold fast to these two general pricing myths: Myth No. 1: When business is good, a price cut will capture greater market share. Myth No. 2: When business is bad, a price cut will stimulate sales.
The relationship between price and revenue challenges these assumptions and makes them a risky proposition for most firms. Any price cut must be offset by an increase in sales volume just to maintain the same level of revenue.
Key Issues in Pricing Strategy 1) pricing objectives 2) Supply and Demand 3) Firms Cost Structure 4) Competition and Industry Structure 5) Stage of the Product Life Cycle Key Issues in Pricing Strategy- Pricing Objectives
COMMON PRICING OBJECTIVES Profit- Oriented Volume- Oriented Market Demand Market Share Status Quo Prestige Competitive Matching Cash Flow Key Issues in Pricing Strategy- Supply and Demand supply-side perspective: price goes up, demand goes down. demand-side perspective : during periods of heavy customer demand, prices tend to stay the same or even increase.
In some situations, customer expectations about price can be the driving force in pricing strategy. allow marketers to set prices in accordance with what the market will pay with little or no regard for their costs, the competition, or other factors that typically affect pricing strategy.
Key Issues in Pricing Strategy- The Firms Cost Structure The firms costs in producing and marketing a product are an important factor in setting prices. The most popular way to associate costs and prices is through breakeven pricing, where the firms fixed and variable costs are considered Breakeven in Units= Total Fixed Costs Unit Price Unit Variable Costs
Key Issues in Pricing Strategy- The Firms Cost Structure -cont. cost-plus pricing: the firm sets prices based on average unit costs and its planned markup percentage: Selling Price= Average Unit Cost 1 Markup Percent
There are four basic competitive market structures: 1. Perfect Competition 2. Monopolistic Competition 3. Oligopoly 4. Monopoly Competition and Industry Structure Key Issues in Pricing Strategy- Stage of the Product Life Cycle Introduction: Price skimming, price penetration Growth Maturity Decline Pricing Service Products Services pricing becomes more important and more difficult when: 1. Service quality is hard to detect prior to purchase. 2. The costs associated with providing the service are difficult to determine. 3. Customers are unfamiliar with the service process. 4. Brand names are not well established. 5. Customers can perform the service themselves. 6. The service has poorly defined units of consumption. 7. Advertising within a service category is limited. 8. The total price of the service experience is difficult to state beforehand. Price Elasticity of Demand pricing has intricate connections to issues such as demand, competition, and customer expectations. All of these issues come together in the concept of price elasticity of demand. Price elasticity is the most important overall consideration in setting effective prices. Price elasticity: relative impact on the demand for a product, given specific increases or decreases in the price charged for that product. Price Elasticity of Demand= Percentage Change in Quantity Demanded Percentage Change in Price
Unitary demand Elastic demand Inelastic demand number that equals 1 or is very close to 1 number greater than 1 number less than 1 the changes in price and demand offset, so total revenue remains the same change in price will produce a change in demand and total revenue an increase or decrease in price does not significantly affect the quantity demanded Price Elasticity of Demand- cont. Price Elasticity of Demand- cont. Pricing Strategies A firms base pricing strategy establishes the initial price and sets the range of possible price movements throughout the products life cycle. The initial price is critical, not only for initial success, but also for maintaining the potential for profit over the long term.
Base Pricing Strategies: 1. Market Introduction Pricing 2. Prestige Pricing 3. Value-Based Pricing (EDLP) 4. Competitive Matching 5. Nonprice Strategies Pricing Strategies: Market Introduction Pricing The two most common introduction approaches: price skimming: intentionally set a high price relative to the competition, thereby skimming the profits off the top of the market. Price skimming is designed to recover the high R&D and marketing expenses associated with developing a new product.
penetration pricing: to maximize sales, gain widespread market acceptance, and capture a large market share quickly by setting a relatively low initial price. Pricing Strategies: Prestige Pricing Firms using prestige pricing set their prices at the top end of all competing products in a category. This is done to promote an image of exclusivity and superior quality.
Prestige pricing is a viable approach in situations where it is hard to objectively judge the true value of a product. In these instances, a higher price may indicate a higher- quality product. Pricing Strategies: Value-Based Pricing (EDLP) Firms that use a value-based pricing approach set reasonably low prices but still offer high-quality products and adequate customer services. Retailing has widely embraced this approach. The goal of value-based pricing is to set a reasonable price for the level of quality offered. Value-based pricing naturally draws customers because they have confidence in the value of the products they buy. Customers also like the approach because it requires less effort to find good prices on the products they want and need. Pricing Strategies: Competitive Matching In many industries, particularly oligopolies, pricing strategy focuses on matching competitors prices and price changes. Two competitive factors largely drive this strategy: 1. Firms that offer commodity-type products (e.g., airlines, oil, steel) have a very difficult time finding any real or perceived basis for product differentiation. 2. Some industries are so highly competitive that competitive price matching becomes a means of survival. (e.g., automobile industry ) Pricing Strategies: Nonprice Strategies building a marketing program around factors other than price is an important strategic pricing decision. Nonprice strategies are most effective when: 1. The product can be successfully differentiated. 2. Customers see the differentiating characteristics as being important. 3. Competitors cannot emulate the differentiating characteristics. 4. The market is generally not sensitive to price. Adjusting Prices in Consumer Markets In addition to a base pricing strategy, firms also use other techniques to adjust or fine-tune prices. Four of the most common techniques: 1. promotional discounting. 2. reference pricing. 3. oddeven pricing. 4. price bundling. Adjusting Prices in Consumer Markets- promotional discounting The hallmark of promotional discounting is a sale. -All customers love a sale and that is precisely the main benefit of promotional discounting. Drawback: Customers become so accustomed to sales and promotions that they will postpone purchases until retailers discount prices.
Adjusting Prices in Consumer Markets- Reference Pricing Firms use reference pricing when they compare the actual selling price to an internal (expectation, recall from memory) or external (displayed in the environment) reference price. A common use of reference pricing occurs when sale prices are compared to regular prices. A $50 value for only $19.99 , Regularly $399, Now $349. Adjusting Prices in Consumer Markets- Odd Even Pricing A couple of factors drive the prevalence of odd prices over even pricing: 1-Demand curves are not straight lines, the elasticity of a products demand will change significantly at various price points. The move from $45.95 to $49.95 may result in very little drop in demand. When the price hits $50.00, just 5 cents more, the drop in demand may be sizable.
2-Customers perceive that the seller did everything possible to get the price as fine (and thus as low) as he or she possibly could. Adjusting Prices in Consumer Markets- Price Bundling This approach brings together two or more complementary products for a single price. Slow-moving items can be bundled with hot sellers to expand the scope of the product offering, build value, and manage inventory. Bundling is an attractive strategy in the banking, travel, insurance, communication, computer, and automobile markets because these customers desire convenience and fewer hassles. Adjusting Prices in Business Markets Here are a number of pricing techniques unique to business markets, including these: 1. Trade Discounts 2. Discounts and Allowances 3. Geographic Pricing 4. Transfer Pricing 5. Barter and Countertrade Adjusting Prices in Business Markets- Trade Discounts Manufacturers will reduce prices for certain intermediaries in the supply chain based on the functions that the intermediary performs. Adjusting Prices in Business Markets- Discounts and Allowances business buyers also receive other price breaks, including discounts for cash, quantity or bulk discounts, seasonal discounts, or trade allowances for participation in advertising or sales support programs. Adjusting Prices in Business Markets- Geographic Pricing Selling firms often quote prices in terms of reductions or increases based on transportation costs or the actual physical distance between the seller and the buyer. The most common examples of geographic pricing are uniform delivered pricing (same price for all buyers regardless of transportation expenses) and zone pricing (different prices based on transportation to predefined geographic zones). Adjusting Prices in Business Markets- Transfer Pricing Transfer pricing occurs when one unit in an organization sells products to another unit. Adjusting Prices in Business Markets-Barter and Countertrade Barter involves the direct exchange of goods or services between two firms or nations. Countertrade refers to agreements based on partial payments in both cash and products, or to agreements between firms or nations to buy goods and services from each other. Fixed Versus Dynamic Pricing Although relatively new to consumer markets, dynamic pricing has long been a staple of business markets. The Internet has played a large role in fostering the dynamic pricing approach to buying everything, including airline tickets, hotel rooms, and cars. Internet dynamic pricing approach is simple: Use an online auction strategy to bring buyers and sellers together in a competitive bidding process. Auction strategies allow firms to lower marketing and transaction costs, find new buyers or markets, and reduce unwanted inventory. Fixed Versus Dynamic Pricing cont. In a dynamic pricing situation, there are three pricing levels that both the buyer and the seller must understand and plan for: 1. Opening position 2. Aspiration price 3. The limit Fixed Versus Dynamic Pricing cont. opening position: each side will put on the table as a starting point. For example, in a deal for 500 cases of 20-pound paper, a salesperson might open with a price of $23.50 per case. The buyer might counter with his or her opening position of $17.50 per case.
Fixed Versus Dynamic Pricing cont. Aspiration price: the number that each side will use to distinguish between a successful negotiation and an unsuccessful negotiation. For the salesperson, this price might be $20.25 per case, whereas for the buyer it might be $20.00 per case. If the two reach an agreement at a price higher than $20.25, the salesperson will be happy. If they reach an agreement at a price below $20.00, the buyer will be happy. Fixed Versus Dynamic Pricing cont. the limit: the least favorable price either side will agree to during the negotiation. For example, the salespersons limit might be $18.50, whereas the buyers limit might be $20.50. A deal for 500 cases of 20-pound paper example Pricing level Salesperson Buyer Opening position $23.50 $17.50 Aspiration price $20.25 If < $20.25 will be happy $20.00 if > $20.00 will be happy The limit $18.50 $20.50 Q & A Thank You!