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Chp6 Price
Chp6 Price
Chapter 6:
Setting Prices and
Implementing
Revenue Management
Chapter 6 Page 1
Overview Of Chapter 6
Effective Pricing is Central to Financial Success
Pricing Strategy as Represented by the Pricing Tripod
Revenue Management: What it is and How it Works
Ethical Concerns in Service Pricing
Putting Service Pricing into Practice
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Effective Pricing is
Central to Financial Success
Chapter 6 Page 3
How can firms define a unit of service and establish basis for
pricing?
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Seek profit
Cover costs
Build demand
-Demand maximization
-Full capacity utilization
Chapter 6 Page 5
Pricing Strategy
As Represented by the Pricing
Tripod
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Value-Based Pricing:
Understanding Net Value
Net Value = Perceived Benefits to Customer (Gross Value)
minus All Perceived Outlays (Money, Time, Mental/Physical
Effort)
Consumer surplus: difference between price paid and
amount customer would have been willing to pay in
absence of other options
Competing services are then evaluated via comparison of
net value
Chapter 6 Page 11
Value-Based Pricing:
Strategies for Enhancing Net Value
Enhance gross value benefits delivered
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Purchase
Time
Operating Costs
Physical Effort
Incidental Expenses
Search Costs*
Psychological Burdens
Sensory
Burdens
Necessary
Post Purchase Costs*
Follow-up
Problem
Solving
cost categories
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Competition-Based Pricing
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Competitive-Based Pricing
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Revenue Management:
What it is and How it works
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Perishable inventory
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Price Elasticity
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hard to understand
misleading advertising
hidden charges
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Putting Service
Pricing into Practice
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Pricing Issues:
Putting Strategy into Practice
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1. How much
to charge?
2. What basis
for pricing?
Completing a task
Time based
Chapter 6 Page 30
Mail/bank transfer
In advance
3. Who should
collect
payment?
4. Where should
payment be
made?
5. When should
payment be
made?
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Cash
Token
Vouchers
6. How should
payment be
made?
7. How to
communicate
prices?
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Summary
Pricing objectives can include
Cost-based pricing
Competition-based pricing
Value-based pricing
Chapter 6 Page 33
Summary
Revenue management
Hidden charges
Chapter 6 Page 34