Price is all around us.


You pay rent for your apartment, tuition for your education, and a fee to your dentist or physician. The airline, railways, taxi and bus companies charge you a fare; the local utilities call their price a rate; and the local bank charges you interest for the money you borrow. The guest lecturer is paid an honorarium and the government official takes a bribe to pass a file which was his job anyway.

This is the only element in the marketing mix that brings in the revenues. All the rest are costs Price communicates the value positioning of the product.


   A firm must set a price for the first time when It develops a new product It introduces its regular product into a new distribution channel or geographical area It enters bids on new contract work ( as in Industrial Sale ) 4 .

A company must set its price in relation to the value delivered and perceived by the customer 5 .

Higher price Lower perceived value Company misses potential profits 6 .

Lower price Lower perceived value Company fails to harvest potential profits 7 .

8 .

prices.      Selecting the pricing objective Determining demand Estimating costs Analyzing competitors – costs. offers Selecting a pricing method Selecting the final price 9 .

quality leadership 10 . The objective could be : Survival  Maximize current profit  Maximize market share  Maximize market skimming  Product .The company first decides where it wants to position its market offering.

lower the demand Company needs to consider : Price sensitivity  Price elasticity of demand 11 . Higher the price.Each price will lead to a different level of demand and have a different impact on a company’s marketing objectives. Demand and price are inversely related i.e.

Shared cost ( part of cost is borne by other party )  Sunk investment (product used is required as a complement to earlier purchase )  Inventory effect ( buyers can not store the product )  Items bought more frequently ( more sensitive ) / infrequently ( less sensitive )  Unique value effect ( quality . prestige or exclusiveness )  Substitute awareness by buyers  Difficult comparison by buyers  End benefit ( expenditure small part of total income )  Total expenditure ( purchase cost is insignificant compared to the cost of end product )  Low – cost items (less sensitive ) / high cost items ( more sensitive )  12 .

then it is said to be price elastic. it is said to be price inelastic. If there is significant change in demand. 13 .   This determines the changes in demand with unit change in price If there is little or no change in demand.

    There are few or no substitutes Buyers readily do not notice the higher price Buyers are slow to change their buying habits Buyers think that the higher prices are justified 14 .

quality Super value High value Premium Good value Medium value Overcharging Economy False economy Price Rip off 15 .

     Fixed costs Variable costs Learning curve Activity based costing Target costing 16 .

      Markup pricing Target return pricing Perceived value pricing Value pricing Going rate pricing Sealed bid pricing 17 .

  It is used to lessen the impact of the actual pricing in the consumers mind It is used as a surrogate to indicate the product quality or esteem 18 .

  Group Pricing Gain and Risk sharing pricing 19 .

countertrade and foreign currency 20 .  Different pricing at different locations Could be in terms of barter.

      Early payment Off – season Bulk purchase Retail discount Cash discount Trade in allowance 21 .

       Loss leader pricing Special event pricing Cash rebate Low interest financing Longer payment terms Warranties and service contracts Psychological discounting 22 .

     Customer segment Product form Image pricing Location pricing Time pricing 23 .

Market must be segment able The lower price segment should not be able to resell the product to the higher price segment  The competitors must not be able to undersell the firm in the higher price segment  Should not breed customer resentment and ill will  Price discrimination should not be illegal   24 .

      Product line pricing Optional feature pricing Captive product pricing Two part pricing Byproduct pricing Product bundling pricing 25 .

   Excess plant capacity Competition Aggressive pricing 26 .

policies Reduce/remove discounts and rebates 27 .    When demand exceeds supply When costs go up Govt.

of packs and sizes offered Creating new economy brands 28 .       Shrinking pack size for same price Substituting less expensive raw materials Reducing product features Removing product services Using less expensive packaging material Reducing the no.

  Customer reaction Competitor reaction 29 .

     Maintain price Maintain price and add value Reduce price Increase price and quality Launch a low price fighter 30 .

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