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- 16:59, 8 January 2013 diff hist +121 N Customer period value Created page with "Customer period value is the expected value of a customer over a period of time if the goods are purchased independently."
- 16:58, 8 January 2013 diff hist +97 N Customer lifetime value Created page with "'''Customer lifetime value''' is the expected value of a customer over the lifetime of purchases."
- 16:56, 8 January 2013 diff hist +9 Credence goods
- 16:55, 8 January 2013 diff hist +193 N Credence goods Created page with "In consumer behavior theory, '''credence goods''' designates goods for which the benefits derived from consumption are inferred by the customer but may nev..."
- 16:46, 8 January 2013 diff hist +288 N Cost-per-buyer Created page with "'''Cost-per-buyer''' is calculated by dividing the total campaign cost by the number of customers attracted by the promotional campaign. It can be used to compare price promot..."
- 16:40, 8 January 2013 diff hist +205 N Convergent price differential Created page with "In a tiered price structure, '''convergent price differential''' is a situation in which the differences in prices between tiered products decreases from the list price to the..."
- 16:38, 8 January 2013 diff hist +147 N Consumer surplus Created page with "'''Consumer surplus''' is the difference between the overall customer utility and the transaction price."
- 16:34, 8 January 2013 diff hist +23 Constant price differential
- 16:34, 8 January 2013 diff hist +14 Constant price differential
- 16:33, 8 January 2013 diff hist +221 N Constant price differential Created page with "In a Tiered price structure, a '''constant price differential''' is a situation in which the differences in prices between tiered products remains unchanged between the li..."
- 16:24, 8 January 2013 diff hist +207 N Complete price discrimination Created page with "In the case of a '''complete price discrimination''', each transaction is priced so that the marginal benefits to the customer are equal to the price charged. Also known as fi..."
- 16:20, 8 January 2013 diff hist +6 Complements
- 16:20, 8 January 2013 diff hist +166 N Complements Created page with "Complements designate two goods for which the purchase of one good increases the likelihood of the purchase of the second good. The goods can be products or services."
- 16:18, 8 January 2013 diff hist +268 N Comparison set effect Created page with "'''Comparison set effet''' is the effect of the price of other offers within a product category on the expected price of the focal offering. When some of the products within t..."
- 16:08, 8 January 2013 diff hist +174 N Comparable alternative Created page with "'''Comparable alternative''' relates to any alternative approach enabling a customer to reach the same or similar set of goals as the focal product or service being analyzed."
- 16:05, 8 January 2013 diff hist +287 N Campaign ROI Created page with "The '''campaign ROI''' designates the return on investment of a promotional campaign. When the campaign ROI calculation does not separate incremental buyers from all other buy..."
- 16:03, 8 January 2013 diff hist +39 Buyer self-identification
- 16:02, 8 January 2013 diff hist +175 N Buyer self-identification Created page with "In reference to price segmentation: an implication that the actions or behaviors of the customer reveal their willingness to pay."
- 15:59, 8 January 2013 diff hist +221 N Breakeven incremental unit sales-per-redemption Created page with "The '''breakeven incremental unit sales-per-redemption''' is a method of calculating the effectiveness of a coupon program. The BISR is one of the most effective means of ..."
- 15:12, 8 January 2013 diff hist +112 N Booking limit Created page with "'''Booking limit''' represents the maximum number of goods to be sold within a given fare class."
- 15:10, 8 January 2013 diff hist +135 N Booking control Created page with "'''Booking control''' is a method of opening and closing different fare classes (or booking classes)."
- 15:03, 8 January 2013 diff hist +94 N Block tariff Created page with "A two-part tariff in which the metered fee is reduced for customers with a higher consumption."
- 15:01, 8 January 2013 diff hist +21 Benefits floor
- 14:59, 8 January 2013 diff hist +211 N Benefits floor Created page with "The '''benefits floor''' is the perceived minimum benefits demanded within a product category to warrant purchase by a customer or customer segment. == See also == *[[Benefi..."
- 14:56, 8 January 2013 diff hist +62 Benefits ceiling
- 14:54, 8 January 2013 diff hist +232 N Benefits ceiling Created page with "The '''benefits ceiling''' is the perceived maximum benefits demanded within a product category, above which the customer or customer segment does not per..."
- 14:50, 8 January 2013 diff hist -9 Benefits bracketed
- 14:48, 8 January 2013 diff hist +144 N Benefits bracketed Created page with "Customers which have both a benefits floor and benefits ceiling are said to be '''benefits-bracketed'''."
- 14:46, 8 January 2013 diff hist +11 Anchoring
- 13:15, 8 January 2013 diff hist +433 N Anchoring Created page with "When collecting information, humans tend to overweigh the importance of information gathered early in the information-gathering process in comparison to information gained lat..."
- 13:13, 8 January 2013 diff hist +19 Allowable volume loss
- 13:00, 8 January 2013 diff hist 0 m Add-on pricing Professional Pricing Society moved page Add-On Pricing to Add-on pricing
- 12:58, 8 January 2013 diff hist +347 N Add-on pricing Created page with "A price structure where further modules or products can be added onto the base product to deliver superior value to the customer. The transactional price w..."
- 12:54, 8 January 2013 diff hist -13 Accessory pricing
- 12:47, 8 January 2013 diff hist +15 Accessory pricing
- 12:47, 8 January 2013 diff hist +20 N Accessory pricing Created page with "See [Add-On Pricing]"
- 15:57, 31 July 2012 diff hist +117 N Velocity pricing philosophy Created page with "'''Velocity pricing philosophy''' establishes a lower selling price for faster selling items. Category:Strategy" current
- 15:55, 31 July 2012 diff hist +183 N Switching costs Created page with "'''Switching costs''' (or barriers) is a term used in pricing, strategic management, and marketing to describe any impediment to a customer changing suppliers. [[Category:Conc..."
- 15:50, 31 July 2012 diff hist +104 N SGA Created page with "'''SGA''' (or '''SG&A''') stands for Selling, General and Administrative Expenses. Category:Acronym" current
- 15:49, 31 July 2012 diff hist +334 N Segmentation fences Created page with "'''Segmentation fences''' are the policies and rules customers must accept in return for a specific price and value configuration the seller offers. '''Segmentation fences''' wor..." current
- 15:49, 31 July 2012 diff hist +248 N Segmentation Created page with "'''Segmentation''' is the division of a market into groups of customers who share common needs or characteristics. Individuals who are in the same segment are similar to each oth..." current
- 15:48, 31 July 2012 diff hist +140 N Sales promotions Created page with "'''Sales promotions''' are short-term incentives that encourage the purchase or sale of a product or service. Category:Sales" current
- 15:47, 31 July 2012 diff hist +258 N Regression Created page with "'''Regression''' refers to techniques for the modeling and analysis of numerical data consisting of values of a dependent variable (also called a response variable) and of one or..." current
- 15:46, 31 July 2012 diff hist +232 N R squared Created page with "'''R squared''' is the proportion of variability in a data set that is accounted for by the statistical model. It provides a measure of how well future outcomes are likely to be ..." current
- 15:46, 31 July 2012 diff hist +164 N Psychographic segmentation Created page with "'''Psychographic segmentation''' occurs when buyers are divided into different groups on the basis of lifestyle, personality, or values. Category:Process" current
- 15:45, 31 July 2012 diff hist +216 N Promotional pricing Created page with "'''Promotional pricing''' to promote a product is a very common application. There are many examples of '''Promotional pricing''' including approaches such as BOGOF (Buy One Get ..."
- 15:44, 31 July 2012 diff hist +177 N Profit lever Created page with "'''Profit lever''' is a core business activity/category that impact profitability. The most common '''profit levers''' include Price, Volume and Cost. Category:Concept" current
- 15:43, 31 July 2012 diff hist +254 N Product line pricing Created page with "'''Product line pricing''' occurs when there is a range of product or services the pricing reflect the benefits of parts of the range. For example car washes. Basic wash could b..." current
- 15:41, 31 July 2012 diff hist +375 N Product life cycle Created page with "'''Product Life Cycle''' (PLC) is the course of a product’s sales and profits over time. The five stages of each '''Product Life Cycle''' are product development, introduction..." current
- 15:41, 31 July 2012 diff hist +183 N Price transparency Created page with "'''Price transparency''' indicates the level of visibility that purchasers have regarding the prices and related attributes of any given product or service. [[Category:Strat..." current
- 15:40, 31 July 2012 diff hist +130 N Price skimming Created page with "'''Price skimming''' occurs when you charge a high price relative to the value proposition. Category:Strategy" current
- 15:39, 31 July 2012 diff hist +112 N Price segmentation Created page with "For '''price segmentation''', see price discrimination. Category:Method" current
- 15:38, 31 July 2012 diff hist +209 N Price elasticity of demand Created page with "'''Price elasticity of demand''' is the sensitivity of demand to changes in price. More elasticity denotes greater sensitivity. Less elasticity denotes less sensitivi..." current
- 15:37, 31 July 2012 diff hist +64 N Price elasticity Created page with "See Price elasticity of demand Category:Demand Model" current
- 15:36, 31 July 2012 diff hist +233 N Price discrimination Created page with "'''Price discrimination''' occurs when identical goods or services are transacted at a different price from the same supplier. The term discrimination is not intended to represen..."
- 15:26, 31 July 2012 diff hist +63 Negative bargaining zone current
- 15:26, 31 July 2012 diff hist +62 Positive bargaining zone current
- 15:22, 31 July 2012 diff hist +178 N Positive bargaining zone Created page with "'''Positive bargaining zone''' is the range that exists when the parties in a negotiation have reservation prices that permit an agreement to be achieved. Category:Sales"
- 15:19, 31 July 2012 diff hist +226 N Pocket price Created page with "The '''pocket price''' (aka Net price) is the invoiced price less off-invoice services and activities such as payment terms discounts, annual volume rebates, covere..." current
- 15:18, 31 July 2012 diff hist +63 N PLC Created page with "'''PLC''' stands for Product Life Cycle. Category:Acronym" current
- 15:17, 31 July 2012 diff hist +247 N Perceived value Created page with "'''Perceived value''' is the customer's opinion of a product’s value. '''Perceived value''' is determined by customers weighting the relative competitive quality, service, bra..." current
- 15:16, 31 July 2012 diff hist +167 N Penetration pricing Created page with "'''Penetration pricing''' is the price charged for products and services. It is set artificially low in order to gain market share. Category:Indicator"
- 15:14, 31 July 2012 diff hist +638 N P value Created page with "'''P value''' is associated with a test statistic. It is the probability, if the test statistic really were distributed as it would be under the null hypothesis, of observing a ..." current
- 15:13, 31 July 2012 diff hist +361 N Optional product pricing Created page with "'''Optional product pricing''' companies will attempt to increase the amount customer spend once they start to buy. Optional 'extras' increase the overall price of the ..." current
- 15:09, 31 July 2012 diff hist +133 N Operating profit margin Created page with "'''Operating profit margin''' equals revenues less variable and fixed Cost of Goods Sold (COGS), less SG&A. Category:Indicator" current
- 15:05, 31 July 2012 diff hist +206 N Net price waterfall Created page with "'''Net price waterfall''' is a graphic model that depicts the discounting activities from list price to invoice price to net price...." current
- 15:03, 31 July 2012 diff hist +139 N Net price band Created page with "The '''Net price band''' is a graphic model that depicts the variation in net price across customers. Category:Indicator" current
- 15:02, 31 July 2012 diff hist +226 N Net price Created page with "The '''net price''' (aka Pocket price) is the invoiced price less off-invoice services and activities such as payment terms discounts, annual volume rebates, covere..."
- 14:59, 31 July 2012 diff hist +118 N Net income Created page with "'''Net income''' equals revenues less all expenses. Also explained as the “bottom-line”. Category:Indicator" current
- 14:58, 31 July 2012 diff hist +157 N Negative bargaining zone Created page with "'''Negative bargaining zone''' occurs when the parties in a negotiation are not able to come to an agreement on the reservation prices. Category:Sales"
- 14:55, 31 July 2012 diff hist 0 List price current
- 14:55, 31 July 2012 diff hist +229 N List price Created page with "The '''list price''' is the published or starting price for a given product or service, often reduced to a lower actual invoice price due to volume or..."
- 14:54, 31 July 2012 diff hist +210 N Invoice price Created page with "The '''invoice price''' is the specific price charged on an invoice for each individual transaction, often including freight and other specific charges or general disco..." current
- 14:53, 31 July 2012 diff hist +207 N Inelastic Created page with "'''Inelastic''' can be described if no significant volume changes occur despite major price changes, the category is '''inelastic''' with respect to price. ..." current
- 14:52, 31 July 2012 diff hist +87 N Gross profit margin Created page with "'''Gross profit margin''' equals revenues less variable cost. Category:Indicator" current
- 14:51, 31 July 2012 diff hist +148 N Geographic segmentation Created page with "'''Geographic segmentation''' divides the market into different geographical units (such as nations, counties, and cities). Category:Process" current
- 14:28, 31 July 2012 diff hist +386 N Free samples Created page with "Distributing '''free samples''' is a costly sales promotional tool. A much larger percentage of the market will try a free sample than will redeem a coupon, which induces trial m..." current
- 14:26, 31 July 2012 diff hist +102 N Four P's of marketing Created page with "“'''Four P’s of marketing'''” are product, promotion, place, and price. Category:Theory" current
- 14:22, 31 July 2012 diff hist +220 N Forward buying Created page with "'''Forward buying''' is a practice of channel buying that occurs when distributors or retailers use discounts to stockpile their inventory and exploit the temporary reduction in ..." current
- 14:20, 31 July 2012 diff hist +184 N Exchange value Created page with "'''Exchange value''' is the cost of the customer’s best alternative plus the value of whatever differentiates the offering from the next best alternative. [[Category:Value B..."
- 14:19, 31 July 2012 diff hist +233 N Elastic Created page with "'''Elastic''' is described if demand for a product or service changes significantly with minor changes in price, the product category is considered to be '''elastic''' with respe..." current
- 14:19, 31 July 2012 diff hist +416 N Dumping Created page with "'''Dumping''' is the sale of a product that has been legally imported and then priced below its normal market price. '''Dumping''' is illegal in most international markets and is..." current
- 14:11, 31 July 2012 diff hist +555 N Demographic segmentation Created page with "'''Demographic segmentation''' occurs when the market is divided into groups on the basis of variables such as age, family size, family life cycle, gender, income, religion, race..." current
- 14:11, 31 July 2012 diff hist +183 N Demand elasticity Created page with "'''Demand elasticity''' is the responsiveness of the demand for a company’s products or services based on certain criteria (price in this case). [[Category:Demand Mo..." current
- 14:10, 31 July 2012 diff hist +138 N Defensive pricing Created page with "'''Defensive Pricing''' seeks to defend market position from the pricing of an offensive competitor. Category:Strategy" current
- 14:02, 31 July 2012 diff hist +398 N Decentralized pricing organization Created page with "A '''decentralized pricing organization''' is a firm that may utilize several management systems to develop different pricing strategies for the firm. The primary ben..." current
- 14:01, 31 July 2012 diff hist +447 N Customer segmentation Created page with "'''Customer segmentation''' is the marketing process of dividing customers into distinct subsets based on the benefits they seek and observable characteristics or behaviors exhib..." current
- 14:01, 31 July 2012 diff hist +284 N Cross-price elasticity of demand Created page with "'''Cross-price elasticity of demand''' measures the responsiveness of demand a product has to a change in the price of another product. If elasticity is negative then t..."
- 14:00, 31 July 2012 diff hist +74 N CPP Created page with "'''CPP''' stands for Certified Pricing Professional Category:Acronym" current
- 13:59, 31 July 2012 diff hist +417 N Coupons Created page with "'''Coupons''' offer a discount to customer while clearly marking a higher regular price. They limit the number of discount purchases repeat buyers can make, and they ca..." current
- 13:58, 31 July 2012 diff hist +121 N Cost-plus pricing Created page with "'''Cost-plus pricing''' consists in setting the price by marking up the variable costs. Category:Strategy" current
- 13:58, 31 July 2012 diff hist +152 N Contribution profit margin Created page with "The '''contribution profit margin''' is the ratio of the difference of price and variable costs to price. Category:Indicator" current
- 13:57, 31 July 2012 diff hist +394 N Conjoint analysis Created page with "'''Conjoint analysis''' provides a quantitative estimate of the contribution that each attribute makes to the purchase decision by varying them over as many levels as is reasonab..."
- 13:56, 31 July 2012 diff hist +62 N COGS Created page with "'''COGS''' stands for Cost of Goods Sold Category:Acronym" current
- 18:59, 30 July 2012 diff hist +512 N Centralized pricing organization Created page with "A '''centralized pricing organization''' is a firm that utilizes a single management system to coordinate pricing decisions for all divisions of the firm. As the sing..." current
- 18:58, 30 July 2012 diff hist +412 N Center-led pricing organization Created page with "'''Center-led pricing organization''' is a firm that represents a hybrid of the centralized and decentralized models. In a center-led model, ultimate pricing authorit..." current
- 18:58, 30 July 2012 diff hist +338 N Captive product pricing Created page with "'''Captive product pricing''' occurs when products have complements, companies will charge a premium price where the consumer is captured. For example a razor manufact..." current
- 18:57, 30 July 2012 diff hist +204 N Cannibalization Created page with "'''Cannibalization''' is the process by which one product or service sold by a firm gains a portion of its revenue by diverting sales from another product or service sold by the ..." current
- 18:56, 30 July 2012 diff hist +66 N BOGOF Created page with "'''BOGOF''' stands for Buy One Get One Free. Category:Acronym" current
- 18:56, 30 July 2012 diff hist +184 N Adaptive pricing Created page with "'''Adaptive pricing''' in foreign markets considers the differences in each international market and adapts prices based on their particular environments. [[Category:Stra..." current