"No
Insult" Pricing and Promotions |
A smarter approach to winning back value-conscious retail
customers. |
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A
Winning Tool to Manage Price: The Pricing Checklist |
This article provides managers with a set of winning pricing
approaches that help the marketing department make pricing decisions
that are proactive, strategic, and grounded in results. |
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An
international strategy for pricing and profits |
Developing an international pricing strategy for a new
pharmaceutical product is a highly complex, two-step procedure. |
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Banking Marketing - Pricing Strategies |
The settlement of a correct price, both for the market and the
competition, is a significant element for the sector of financial –
banking services. Another important factor to take into
consideration is the fact that the banks do not settle only the
prices for individual services, but also coordinate their prices for
service packages. |
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Core Competencies For Power Pricing |
The goal of this article is to help your firm attain maximum
financial performance by improving its pricing thinking and to show
how that improved thinking can translate into improved net price
realization. By Hermann Simon |
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Covert Pricing: Expanding Profitable Business Behind Enemy Lines |
One way to survive online price wars is to avoid them altogether.
Covert pricing skirts the online dust-up by surreptitiously offering
short-lived promotional prices to micro-segments of customers. |
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Customer Price Awareness Psychology & Pricing |
Customers’ price awareness and perception will often effect how
price changes impact revenue. Both the availability and quality of
price information, such as current interest rates and charges, as
well as a bank’s image amongst customers, play an important role in
determining this relationship. |
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Differential pricing, the way forward |
This article discusses elements of differential pricing and how they
can enhance the brand or destroy it. Summer 2002 |
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Don't Just Set Prices, Manage Them Strategically |
Many companies set their prices without doing anything to manage the
pricing environment. The difference between price setting and
pricing strategically is the difference between reacting to market
conditions and proactively managing them. |
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Finding New Answers To the Pricing Question |
What's It Worth to the Customer? The two most popular approaches to
pricing a new product or service are cost and competitive
positioning. But it’s time for a third option: an approach that
focuses on value. |
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Game Pricing Strategies: A Hypothesis |
Pricing strategy is an important but underappreciated part of game
development; price can be a very powerful tool in marketing, and
also in making more creative content possible. |
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Gathering and Evaluating Data for Price Analysis |
This chapter addresses sources of price data, price data
considerations, and the evaluation of price data elements. |
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How
Low Should You Go? |
In a Wal-Mart world, pricing right is trickier than ever. But
undercutting your biggest rival may not be the answer. 2003 |
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Increasing Price Without Increasing Price |
Increasing profit growth in consumer business through smarter
promotional strategy. While some investment is needed, our evidence
that shows that taking steps to move away from deep discounting to
consumers can deliver tangible benefits to all parties involved. |
new |
Individualized Pricing: |
Boosting Profitability with the Higher Art of Power Pricing |
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Powerful Pricing Processes |
How to exploit Profit Potentials Hidden in Effective Pricing
Processes |
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Price Fixing and Minimum Resale Price Restrictions Are Two Different
Animals |
Businesspersons making real-life pricing decisions need to know the
difference. |
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Price Optimization for Innovative Durable Goods |
In the durable goods sector, it is an illusion to believe profitable
pricing results from cost analysis and target margins. The optimal
launch of a product in this sector relies on more. The following
article will show how profit potential can be increased through the
effective use of market information. |
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Pricing becomes a sciences |
How a company prices its products and services in increasingly seen
as an important strategic tool linked to shareholder value |
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Pricing impacts success in new product development |
Experts discuss pricing strategies. |
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Pricing in the Marketing Mix |
These slides look at interactions between price and the other 3 P’s
of the marketing mix. |
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Pricing Opportunities in the Digital Age |
The study of pricing actually consists of four distinct processes:
the creation of value-to-customer; the "price-setting" process that
determines the split in value created between seller and buyer; the
interactive jockeying for position between sellers; and the sellers'
internal price implementation process. The Internet is affecting all
four areas. Article from 2001 |
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Pricing: An Eternity of Frustration? |
Success in pricing is not an impossible task. As long as you know
the rules. |
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Setting the Right Price, at Internet Speed |
The article discusses pricing strategies in situations when product
development cycles and industries are moving at "Internet speed". By
Hermann Simon and Ulf Munack |
TOP |
Stop Reacting to Buyers’ Price Expectations; Manage Them |
In this article adapted from the authors’ new book, The Strategy and
Tactics of Pricing (Prentice Hall, 2010), coauthors Thomas T. Nagle,
Joseph Zale and John Hogan explore how executives can create pricing
policies that lead to profitable and productive customer
relationships. |
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Strategies against Price Wars in the Financial Service Industry |
As many industries, the financial service industry –specifically in
private banking - is currently in a ”price war”. Competitors battle
it out with one another using price as their weapon. At the same
time, however, they fail to differentiate their products or services
sufficiently. This price war leads to enormous value losses. But why
do price wars develop? And what strategies can financial
institutions pursue to end, or even avoid, a price war? |
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Subscription Pricing is Not a Silver Bullet |
Especially in maturing markets, executive teams are discussing
subscription pricing as a possible solution to revenue woes. Here's
a quick overview of subscription pricing to enable CMOs to
participate in these discussions with confidence. |
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The
(Marketing) Science of Pricing: |
Taking the Guesswork out of Your Biggest Marketing Challenge.
Pdf-file |
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The
High Cost of Pricing - Pricing compliance to capture the full value
of every sale |
A pricing compliance strategy establishes the policies, processes
and tools your sales force needs to realize the full value of every
sale. |
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The
Implementation Challenge of Pricing Decision Support Systems for
Retail Managers |
There has been an explosion in the availability of data and
computing ability in retail management that has led to a new desire
on the part of managers to implement demand based management. Demand
based management uses statistical models to predict consumer price
response using historical information. |
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The
ins and outs of monadic pricing |
This article reveals the typical errors commited in the Monadic
approach and offers rules to help obtain better pricing information.
2003 |
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The
New Value Equation |
There now appears to be a number of key pricing issues in the
marketplace and these are briefly summarized. |
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The
Old Psychology of Internet Pricing |
What if you could use the Web to return to the old-world traditional
markets where merchants sized up every customer and quoted an
exclusive price to each one? You can. Rather than eliminating
sophisticated pricing strategies, the Internet actually empowers
them. |
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The
Sophisticated Pricing Of Services |
This article focuses on what makes pricing services different than
pricing manufactured products, and it sketches some of the advanced
techniques currently being used to price services. by Boris A.
Simkovich |
TOP |
The
Volatility Advantage: How to Manage Commodity Price Swings |
What will jet fuel cost next month? What will electricity cost in
2008? Can anyone accurately predict commodity prices. |
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Upend the Downturn with Strategic Pricing |
This article is from December 2008: If your pricing strategy is more
than a few months old, it’s already obsolete. The global economic
crisis has whipsawed the primary drivers of pricing. |
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Using Pricing To Increase Customer Loyalty |
The article discusses 7 pricing schemes for customer loyalty as
elements of value-oriented customer loyalty programs. By Stephan
Butscher |
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Value Destruction by Price Promotions? – The Case of the European
Automobile Industry |
Due to the abolition of two important legal restrictions (Rabattgesetz
and Zugabeverordnung) in August 2001 the marketing instrument of
price promotions is much more widely applied in the German car
retail market than only some years ago. We explore the impact of
automobile price promotions on shareholder value. |
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When to Punish or Reward Own Customers? |
The authors ask two seemingly simple but critical questions: (1)
When should firms reward or punish their own current customers? And
(2) when can such targeted pricing be profitable in a competitive
setting? |
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When You've Lost the Power to Set Prices |
With consumers and corporate clients feeling the pinch of a tight
economy, you may feel it would be counterproductive to raise prices.
But there's no reason to feel powerless. |
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Where is it heading? |
The role of pricing is rapidly changing. The Internet, the emphasis
on shareholder value, and the availability of increasingly more
sophisticated methods to measure value and price effects have begun
to pull pricing to the forefront of strategic thinking. To take
advantage of these changes, CEO's and managers should consider the
five steps described in this article. By Hermann Simon |
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5 Must Know Pricing Strategy Ethics Issues |
Over the years, governments have put laws on the books for the
most heinous of fraudulent pricing strategies, but even then
some tactics are considered quite unethical, and you may be
committing these missteps without even knowing. To better
protect you and your business, here are some of the most common
pricing practices that sit on a razor’s edge of ethics and
legality. |
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Are pharmaceutical prices just? |
A discussion of business, values, and ethics |
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Environmentally Responsible Energy Pricing |
The purpose of this report is to ascertain the energy prices
needed to reflect the environmental costs imposed by energy,
thus providing economic incentives for energy usage that will
reflect the full social cost. The report develops energy user
fees under a variety of assumptions. 1992 |
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Ethical Pricing |
Pricing is an issue that often generates intense debate. The
Ethical Pricing Project is looking to quantify some of the
issues in this area. 2004 |
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Ethical Pricing Survey Report |
Findings from an online survey into consumer perceptions towards
ethical pricing practices. |
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Ethical Pricing Website |
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Ethics, Pricing and the Pharmaceutical Industry |
Ethical obligations of pharmaceutical companies to charge fair
prices for essential medicines are explored. The moral issue at
stake here is distributive justice. 1992 |
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Price discrimination: |
Main information dimensions and ethical concerns. |
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Socially Responsible Pricing: Lessons from the pricing of AIDS
drugs in developing countries |
This article examines socially responsible pricing in the form
of differential pricing across markets taking into account
ability to pay and social welfare. 2004 |
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The Ethics of Price Discrimination |
Price discrimination is the practice of charging different
customers different prices for the same product or service. The
ethical status of price discrimination is ambiguous: while many
people intuitively consider it unfair, economists argue that in
many cases the practice is likely to lead to higher welfare than
the uniform pricing alternative. 2009 |
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