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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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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