1、Chap15 pricing p.456一.價(jià)格策略EDLPHigh/Low pricingEDLP比High/low 的相對優(yōu)點(diǎn)1.Reduced price wars2.Reduced advertising3.Improving customer service4.Reduced stockouts and improved inventory management5.Increase profit margins,High/low 比EDLP 的相對優(yōu)點(diǎn) 1.The same merchandise appeals to multiple markets 2.It move merch

2、andise 3.Emphasis is on quality or service 4.Its bard to maintain EDLP,EDLP or High/Low 定價(jià)策略的指導(dǎo)原則 1.EDLP should not used for all product categories 2.some retailers have developed strategies to wean customers off high/low strategies 3.those retailers who have embraced an EDLP strategy must convince

3、their customers that they do 4.retailers recognize that they generally cant avoid sales altogether They use other practices in conjunction with their basic strategy,They use other practices in conjunction with their basic strategy: Coupons 折價(jià)券 Rebates 現(xiàn)金找回 Pricing Bundling 價(jià)格包 Multiple-unit pricing

4、多個一體定價(jià) Pricing lining 價(jià)格帶 Odd pricing 零畸定價(jià),Cost orientation method Maintained Markup = Net salesCost of goods sold percentage Net sales Maintained markup Net salesCost of goods sold Gross margin Maintained markupWorkroom costs Cash discounts Gross margin percentageGross margin Net sales,Demand oriented method Factors affect customers sensitivity to price 1.substitute awareness effect 2.total expenditure effect 3.difficult comparison effect 4.benefit/price effect 5.situation effect,法律考量 Price discrimination 價(jià)格差別化 Vertical price fixing 固定垂直價(jià)格 Horizontal price fixing 固定水平價(jià)格 Predatory p