Personal Selling © 2007 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin.
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Transcript of McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All rights reserved. Part...
![Page 1: McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All rights reserved. Part Two.](https://reader035.fdocuments.net/reader035/viewer/2022062404/5519902f5503463d068b45d0/html5/thumbnails/1.jpg)
McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All rights reserved.
Part Two.
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General Pricing Approaches
●Demand-Oriented Pricing Approaches●Cost-Oriented Pricing Approaches●Profit-Oriented Pricing Approaches●Competition-Oriented Pricing Approaches
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FIGURE 12-2FIGURE 12-2 Four approaches for selecting an approximate price level
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Skimming Price
●Beginning price is the highest possible.●Often used for new products.
http://www.apple.com/iphone/iphone-3gs/
Effective when:
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1) Enough customers will buy the product at the high price to make these sales profitable
2 ) The high initial price will not attract competitors
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3) Lowering price has only a minor effect on increasing sales volume and reducing unit costs
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4) Customers interpret the high price as high quality.
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These four conditions exist when patents or copyrights protect the product or the product has a uniqueness that customers understand and that they value.
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Skimming Price
http://www.apple.com/iphone/iphone-3gs/
PRICE
Sales Volume
$400$350
$300$250
$200 http://farm3.static.flickr.com/2218/2658111331_ea009217f2.jpg
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FIGURE 12-2FIGURE 12-2 Four approaches for selecting an approximate price level
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Penetration Pricing
●The opposite of price skimming.●A product is sold at a very low price in order to immediately appeal to the mass market.
http://www.shopping.hp.com/webapp/shopping/store
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Predatory pricing is illegal.
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FIGURE 12-2FIGURE 12-2 Four approaches for selecting an approximate price level
12-8
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Prestige Pricing
●Prestige pricing involves setting a high price so that quality- or status-conscious consumers will be attracted to the product and buy it.
●Products prestige pricing may sell worse at lower prices than at higher ones because buyers tend to associate a lower price with lower quality.
http://www.thechicecologist.com/wp-content/uploads/2008/12/diamond.jpg
$30,000
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$49.99 $49.99
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FIGURE 12-2FIGURE 12-2 Four approaches for selecting an approximate price level
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Odd-Even Pricing
●Pricing at .99 instead of 1.00●$499.99 instead of $500.●$29,999 instead of $30,000
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FIGURE 12-2FIGURE 12-2 Four approaches for selecting an approximate price level
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Target Pricing
Consumer
Retailer
Wholesaler
Manufacturer
Consumer will pay $120
Retailer will pay $60
Wholesaler will pay $36
Manufacturing cost is $32, notthe needed $26.
..
..
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FIGURE 12-2FIGURE 12-2 Four approaches for selecting an approximate price level
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Bundled Pricing
http://gooddesignagewell.com/2008/11/03/mcdonalds-happy-meal-of-the-future/
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FIGURE 12-2FIGURE 12-2 Four approaches for selecting an approximate price level
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Yield Management Pricing
http://www.aviationexplorer.com/Airline%20Seating%20Charts/
Airbus_A320_Northwest_Airlines_Seating_Chart.gif
28
1 2 3 4 5 6 78 9 10 1112 1314
$200.
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Yield Management Pricing
28
1 2 3 4 5 6 78 9 10 1112 1314
$20015
$275
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Yield Management Pricing
28
1 2 3 4 5 6 78 9 10 1112 1314
15
$2751716
$350
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Yield Management Pricing
28
1 2 3 4 5 6 78 9 10 1112 1314
15 1716
$35018 1920 21
22
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Yield Management Pricing
28
1 2 3 4 5 6 78 9 10 1112 1314
15 1716
$35018 1920 21
22
$525
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Yield Management Pricing
28
1 2 3 4 5 6 78 9 10 1112 1314
15 1716 18 1920 2122
$5252324 25 26 27
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Yield Management Pricing
http://www.aviationexplorer.com/Airline%20Seating%20Charts/
Airbus_A320_Northwest_Airlines_Seating_Chart.gif
28
1 2 3 4 5 6 78 9 10 1112 1314
15 1716 18 1920 2122
$5252324 25 26 27
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FIGURE 12-2FIGURE 12-2 Four approaches for selecting an approximate price level
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End of Part Two.Go to Part Three.
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End of Part Two.Go to Part Three.