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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