Professional Documents
Culture Documents
16
Developing
Pricing Strategies
and Programs
Chapter Questions
14-2
14-3
Fair price
Typical price
Last price paid
Upper-bound price
14-4
Lower-bound price
Competitor prices
Expected future price
Usual discounted
price
Tiers in Pricing
14-5
14-6
Survival
Maximum current profit
Maximum market share
Maximum market skimming
Product-quality leadership
14-7
Price sensitivity
Estimate demand curves
Price elasticity of demand
14-8
14-9
14-10
Types of costs
Accumulated production
Activity-based cost accounting
Target costing
14-11
14-12
Target Costing
14-13
14-14
14-15
Markup pricing
Target-return pricing
Perceived-value pricing
Value pricing
Going-rate pricing
Auction-type pricing
14-16
14-17
Discount
Quantity discount
Functional discount
Seasonal discount
Allowance
14-18
Loss-leader pricing
Special-event pricing
Cash rebates
Low-interest financing
Longer payment terms
Warranties and service contracts
Psychological discounting
14-19
Differentiated Pricing
Customer-segment pricing
Product-form pricing
Image pricing
Channel pricing
Location pricing
Time pricing
Yield pricing
14-20
Low-quality trap
Fragile-market-share trap
Shallow-pockets trap
Price-war trap
14-21
14-22
Maintain price
Maintain price and add value
Reduce price
Increase price and improve quality
Launch a low-price fighter line
14-23
For Review
14-24