How do you determine pricing strategy to meet organizational goals

About Pricing Strategy |

how do you determine pricing strategy to meet organizational goals

Pricing strategy, including pricing objectives, pricing methods, and factors to While there is no single recipe to determine pricing, the following is a Partial cost recovery - an organization that has other revenue sources may To meet these objectives, skim pricing and penetration pricing strategies often are employed. reflect organizational goals, can detrimentally affect performance outcomes. adapted to effectively measure the congruence between pricing strategies and venture strategies, . that meet organizational goals yet are consistent over time. Most managers pursue strategies that enable their organizations to continue Again, pricing strategy is one of the tools that is significant in creating and Some firms decide to set prices to maximize profits for either the short run or the long run. Target volume (#) is the unit sales quantity needed to meet an earnings goal.

In contrast to a skimming approach, a penetration pricing strategy is one in which a low initial price is set. Often, many competitive products are already in the market. The goal is to get as much of the market as possible to try the product.

Pricing Strategies – Principles of Marketing

Penetration pricing is used on many new food products, health and beauty supplies, and paper products sold in grocery stores and mass merchandise stores such as Walmart, Target, and Kmart.

Another approach companies use when they introduce a new product is everyday low prices. Pricing Approaches Companies can choose many ways to set their prices.

how do you determine pricing strategy to meet organizational goals

Many stores use cost-plus pricingin which they take the cost of the product and then add a profit to determine a price. Cost-plus pricing is very common. When companies add a markupor an amount added to the cost of a product, they are using a form of cost-plus pricing. When products go on sale, companies mark down the prices, but they usually still make a profit. Potential markdowns or price reductions should be considered when deciding on a starting price.

Many pricing approaches have a psychological appeal.

how do you determine pricing strategy to meet organizational goals

Odd-even pricing occurs when a company prices a product a few cents or a few dollars below the next dollar amount. Prestige pricing occurs when a higher price is utilized to give an offering a high-quality image. Some stores have a quality image, and people perceive that perhaps the products from those stores are of higher quality.

Pricing Strategy for Your Product or Service | Marketing MO

Neckties are often priced using a strategy known as price liningor price levels. Movies and music often use price lining. Remember when you were in elementary school and many students bought teachers little gifts before the holidays or on the last day of school. Knowing that people have certain maximum levels that they are willing to pay for gifts, some companies use demand backward pricing. They start with the price demanded by consumers what they want to pay and create offerings at that price.

Calculate all the costs involved, in order to determine your bottom line. You should also consider the prices charged by competitors and the pricing objectives for the product.

  • Pricing Strategy
  • 15.3 Pricing Strategies

For example, do you want to maximize profit or keep the price at a particular level? Pricing Objectives To set the best pricing strategy, determine your company pricing objectives.

In some cases, the goal may simply be to recover costs and survive, while in others, the objective may be to maximize unit profit, the number of units sold or the number of customers served.

Some companies set prices high to signal that the product or service is a quality leader. Or a company may want price stabilization to maintain a steady profit. For example, in latethe Dallas Morning News increased its online subscription prices by 43 percent to boost revenue and signal that it is a high-quality product.

At the same time, editors admitted earlier strategies to keep the paper cheap were based around increasing circulation, not revenue. Pricing Method In an article in Bloomberg Businessweek, Rafi Mohammed states that 90 percent of companies simply mark up costs and do not take into account the value the product may offer compared to rival products.

Skim pricing attempts to "skim the cream" off the top of the market by setting a high price and selling to those customers who are less price sensitive.

How to Design & Implement a New Sales Organizational Structure

Skimming is a strategy used to pursue the objective of profit margin maximization. Skimming is most appropriate when: Demand is expected to be relatively inelastic; that is, the customers are not highly price sensitive.

how do you determine pricing strategy to meet organizational goals

Large cost savings are not expected at high volumes, or it is difficult to predict the cost savings that would be achieved at high volume. The company does not have the resources to finance the large capital expenditures necessary for high volume production with initially low profit margins. Penetration pricing pursues the objective of quantity maximization by means of a low price. It is most appropriate when: Demand is expected to be highly elastic; that is, customers are price sensitive and the quantity demanded will increase significantly as price declines.

Large decreases in cost are expected as cumulative volume increases. The product is of the nature of something that can gain mass appeal fairly quickly.

There is a threat of impending competition.

About Pricing Strategy

As the product lifecycle progresses, there likely will be changes in the demand curve and costs. As such, the pricing policy should be reevaluated over time. The pricing objective depends on many factors including production cost, existence of economies of scale, barriers to entry, product differentiation, rate of product diffusion, the firm's resources, and the product's anticipated price elasticity of demand.

Pricing Methods To set the specific price level that achieves their pricing objectives, managers may make use of several pricing methods. Cost-plus pricing - set the price at the production cost plus a certain profit margin. Target return pricing - set the price to achieve a target return-on-investment.

how do you determine pricing strategy to meet organizational goals

Value-based pricing - base the price on the effective value to the customer relative to alternative products. Psychological pricing - base the price on factors such as signals of product quality, popular price points, and what the consumer perceives to be fair. In addition to setting the price level, managers have the opportunity to design innovative pricing models that better meet the needs of both the firm and its customers.

For example, software traditionally was purchased as a product in which customers made a one-time payment and then owned a perpetual license to the software. Many software suppliers have changed their pricing to a subscription model in which the customer subscribes for a set period of time, such as one year. Afterwards, the subscription must be renewed or the software no longer will function. This model offers stability to both the supplier and the customer since it reduces the large swings in software investment cycles.

Price Discounts The normally quoted price to end users is known as the list price. This price usually is discounted for distribution channel members and some end users. There are several types of discounts, as outlined below.