Chapter 17 Pricing Objectives And Policies

the amount of money that is charged for "something" of value

specific level of profit as an objective

an objective to get as much profit as possible

an objective to get some level of unit sales, dollar sales, or share of market - without referring to profit

dont rock the pricing boat objective

aggressive action on one or more of the Ps other than price

consciously set prices aimed at reaching the firms objectives

offering the same price to all customers who purchasing products under essentially the same conditions and in the same quantities

offering the same product and quantities to different customers at different prices

trying to sell the top of the market - the top of the demand curve at a high price before aiming at more price sensitive customers

trying to sell the whole market at one low price

temporary price cuts to speed new products into a market and get customers to try them

the prices that final customers or users are normally asked to pay for products

reductions from list price given by a seller to buyers who either give up some marketing function or provide the function themselves

discounts offered to encourage customers to buy in large amoutns

reductions in price for larger purchases over a given period such as a year

reductions in price when a customer purchases a larger quantity on an individual order

discounts offered to encourage buyers to buy earlier than present demand requires

an invoice term meaning that payment for the face value of the invoice is due immediately also see cash discounts

reductions in the price to encourage uyers to pay their bills quickly

allows a 2 percent discount off the face value of the invoice if the invoice is paid within 10 days

a list price reduction given to channel members for the job they are going to do

a temporary discount from the list price

setting a low list price rather than relying on frequent sales, discounts, or allowances

reductions in price given to final consumers, customers, or channel members for doing something or accepting less of something

price reductions to firms in the channel to encourage them to advertise or otherwise promote the firms products locally

allowances given to wholesalers or retailers to get shelf space for a product - sometimes called slotting allowances

allowances (sometimes called PMs or spiffs) given to retailers by manufacturers or wholesalers to pass on to the retailers sales clerks for aggressively selling certain ites

refunds to consumers after a purchase

a transportation term meaning free on board some vehicle at some point

making an average freight charge to all buyers within specific geographic areas

making an average freight charge to all buyers

absorbing freight cost so that firms delivered price meets the nearest competitors

setting a fair price level for a marketing mix that really gives the target market superior customer value

put a lower limit on prices especially at the wholesale and retail levels

pricing a product sold in a foreign market below the cost of producing it or at a price lower than in its domestic market

misleading prices that customers are shown to sugest that the price they are to pay has been discounted from list

law that bans unfair or deceptive acts in commerce

competitors illegally getting together to raise lower, or stabilize prices

a 1936 law that makes illegal any price discrimination if it injures competition

injuring competition by selling the same products to different buyers at different prices