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Pricing in Retailing

17-2. Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall. Pricing Options for Retailers. Discount orientationAt-the-market orientationUpscale orientation. . 17-3. Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall. Figure 17-1: Barnes

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Pricing in Retailing

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    1. 17-1 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter 17 Pricing in Retailing

    2. 17-2 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall Pricing Options for Retailers Discount orientation At-the-market orientation Upscale orientation

    3. 17-3 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall Figure 17-1: Barnes & Noble – A Huge Selection and Discounts

    4. 17-4 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall Figure 17-2: Comparison Shopping

    5. 17-5 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall Figure 17-3: Factors Affecting Retail Price Strategy

    6. 17-6 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall The Government and Retail Pricing Horizontal Price Fixing Vertical Pricing Fixing Price Discrimination (Robinson-Patman Act) Minimum Price Laws Unit Pricing Item Price Removal Price Advertising

    7. 17-7 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall Justifiable Price Discrimination Under the Robinson-Patman Act Products are physically different. The retailers paying different prices are not competitors. Competition is not injured. Price differences are due to differences in supplier costs. Market conditions change – costs rise or fall or competing suppliers shift prices.

    8. 17-8 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall

    9. 17-9 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall Figure 17-8: Specific Pricing Decisions

    10. 17-10 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall Price Strategy Concepts Customary Pricing Everyday Low Pricing Variable Pricing Yield Management Pricing One-Price Policy Flexible Pricing Contingency Pricing Odd Pricing Leader Pricing Multiple-Unit Pricing Price Lining

    11. 17-11 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall Figure 17-9: Wal-Mart and Everyday Low Pricing

    12. 17-12 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall Figure 17-10: Odd Pricing

    13. 17-13 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall Reasons to Use Multiple-Unit Pricing A firm could seek to have shoppers increase their total purchases of an item. This approach can help sell slow-moving and end-of-season merchandise. Price bundling may increase sales of related items.

    14. 17-14 Retail Mgt. 11e (c) 2010 Pearson Education, Inc. publishing as Prentice Hall Timing Markdowns Early markdown policy Late markdown policy Staggered markdown policy Automatic markdown plan Storewide clearance

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