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- 11:25, 9 January 2013 diff hist +133 N Market-size growth Created page with "'''Market-size growth''' is the result of attracting marginal customers who otherwise would not purchase from that category of goods."
- 11:23, 9 January 2013 diff hist +116 N Market-share taking Created page with "'''Market-share taking''' means enticing customers who are marginally loyal to a competing product to switch brands."
- 11:20, 9 January 2013 diff hist +158 N Market heterogeneity Created page with "We talk about '''market heterogeneity''' for a market with customers that seek different benefits or have different willingness to pay."
- 11:19, 9 January 2013 diff hist +92 N Marginal cost Created page with "The '''marginal cost''' is the firm’s cost to produce one more unit of product or service."
- 11:17, 9 January 2013 diff hist +204 N Littlewood’s rule Created page with "The '''Littlewood's rule''' is a method of finding the optimal booking limit for any two-class revenue optimization problem under a [[Yield management|yield ..."
- 11:13, 9 January 2013 diff hist +165 N Limited transferability Created page with "We talk about '''limited transferability''' of an offering when a customer finds it difficult to resell the product or service to another customer in an aftermarket."
- 19:04, 8 January 2013 diff hist +157 N Latent demand Created page with "'''Latent demand''' is a demand which exists for a good prior to the launch of that good, but which could not be expressed without the entrance of that good."
- 18:59, 8 January 2013 diff hist +291 N Large-order bundle Created page with "A '''large-order bundle''' is the sale of two or more goods in a single transaction to a specific customer at a price which is below the sum price of the individual goods but ..."
- 18:56, 8 January 2013 diff hist +220 N Kicker Created page with "In reference to a profit-based incentive: a '''kicker''' is a multiplier in identifying the sales credit associated with a sale. Defined as greater ..."
- 18:52, 8 January 2013 diff hist +23 Inferior alternative
- 18:52, 8 January 2013 diff hist +173 N Inferior alternative Created page with "We talk about '''inferior alternative''' when an offering is identified as being an inferior alternative to its comparable alternative if the differential value is negative."
- 18:50, 8 January 2013 diff hist +262 N Inelastic demand Created page with "Demand is said to be inelastic when the absolute value of the elasticity of demand is less than one. '''Inelastic demand''' implies large changes in p..."
- 18:48, 8 January 2013 diff hist +29 Indirect price discrimination
- 18:48, 8 January 2013 diff hist +207 N Indirect price discrimination Created page with "Indirect price discrimination consists in setting price to different customers based on a proxy that correlates to the willingness to pay of those customers, such as package s..."
- 18:45, 8 January 2013 diff hist +161 N Independent complements Created page with "'''Independent complements''' are complementary products for which both goods can be used without the other. Contrast with tied complements."
- 18:43, 8 January 2013 diff hist +121 N Inclined tariff Created page with "An '''inclined tariff''' is a two-part tariff in which the metered fee is reduced for customers with a lower consumption."
- 18:41, 8 January 2013 diff hist +120 N Horizontal price fixing Created page with "'''Horizontal price fixing''' consists in price agreements between competing firms at the same point in the value chain."
- 18:39, 8 January 2013 diff hist +122 N Functional benefits Created page with "'''Functional benefits''' are benefits that derive from the physical nature or performance characteristics of the product."
- 18:37, 8 January 2013 diff hist +23 Framing effect
- 18:36, 8 January 2013 diff hist +144 N Framing effect Created page with "'''Framing effect''' refers to the changes in perceived benefits or expected price that are influenced by the manner in which the offer is made."
- 18:34, 8 January 2013 diff hist +6 First-degree price discrimination
- 18:34, 8 January 2013 diff hist +220 N First-degree price discrimination Created page with "First-degree price discrimination consists in charging every customer the price that matches their willingness to pay. Also known as [[Complete price di..."
- 18:32, 8 January 2013 diff hist +6 Firmographics
- 18:32, 8 January 2013 diff hist +123 N Firmographics Created page with "Firmographics are objective criteria used to describe firms, such as industry, revenue, number of employees, location, etc."
- 18:31, 8 January 2013 diff hist +139 N Feature bundle Created page with "A '''feature bundle''' is the combination of disparate features and benefits of different products into one single multifunctional product."
- 18:30, 8 January 2013 diff hist +65 N Fare class Created page with "'''Fare class''' is the price associated with a class of service."
- 18:27, 8 January 2013 diff hist +162 N Fairness effect Created page with "'''Fairness effect''' is the belief among customers that offers should be made “fairly”. There are many moderators to the concept of fairness within a market."
- 18:26, 8 January 2013 diff hist +130 N Explicit knowledge Created page with "'''Explicit knowledge''' refers to knowledge that can be codified and exchanged with others through training or explicit learning."
- 18:16, 8 January 2013 diff hist +175 N Experience goods Created page with "In consumer behavior theory, '''experience goods''' are goods for which the benefits derived from consumption can only be determined by their use."
- 18:13, 8 January 2013 diff hist +208 N Expenditure effect Created page with "The '''expenditure effect''' refers to the increase in price sensitivity related to the overall price paid to purchase from that product category. There are numerous counter-e..."
- 18:10, 8 January 2013 diff hist +22 N Exchange value model Created page with "See Exchange value"
- 18:03, 8 January 2013 diff hist +6 Endowment effect
- 18:03, 8 January 2013 diff hist +209 N Endowment effect Created page with "The endowment effect is the increased value humans place in a product once they possess that product over what they otherwise would. The '''endowment effect''' has been shown ..."
- 18:00, 8 January 2013 diff hist +6 End-benefit effect
- 17:59, 8 January 2013 diff hist +182 N End-benefit effect Created page with "The end-benefit effect is the increase in perceived benefits from an offer as that offer is increasingly made integral to and related to the true end benefit desired by the cu..."
- 17:56, 8 January 2013 diff hist +206 N Elasticity of demand Created page with "'''Elasticity of demand''' equals the ratio of the percent change in volume sold to the percent change in price. '''Elasticity of demand''' measure the market response of pric..."
- 17:56, 8 January 2013 diff hist +3 Elastic demand
- 17:55, 8 January 2013 diff hist +252 N Elastic demand Created page with "Demand is said to be elastic when the absolute value of the elasticity of demand is greater than one. Elastic demand implies small changes in price are ..."
- 17:53, 8 January 2013 diff hist +6 Economies of scale
- 17:53, 8 January 2013 diff hist +116 N Economies of scope Created page with "'''Economies of scope''' are firm-level cost savings that increase as the breadth of a firm’s activities increase."
- 17:52, 8 January 2013 diff hist +142 N Economies of scale Created page with "Economies of scale are firm-level cost savings that increase with the size of the firm as measured by its long-run sustainable rate of output."
- 17:50, 8 January 2013 diff hist +124 N Economies of learning Created page with "'''Economies of learning''' are firm-level cost savings that increase with experience as measured by the accumulated output."
- 17:49, 8 January 2013 diff hist +259 N Economic price optimization Created page with "'''Economic price optimization''' is a method of finding the theoretically-optimal price for a product from the known price, quantity sold, and elasticity of demand near that ..."
- 17:48, 8 January 2013 diff hist +227 N Dynamic nesting Created page with "'''Dynamic nesting''' is a method of booking control that ensures that the highest price class has the highest availability regardless of the order in whic..."
- 17:45, 8 January 2013 diff hist +222 N Divergent price differential Created page with "In a tiered price structure, a situation in which the differences in prices between tiered products increases from the list price to ..."
- 17:43, 8 January 2013 diff hist +161 N Direct price discrimination Created page with "'''Direct price discrimination''' consists in setting price to different customers based on specific attributes of the customer, such as age, gender or location."
- 17:41, 8 January 2013 diff hist +230 N Difficult comparison effect Created page with "'''Difficult comparison effect''' is the result of the reduction in price sensitivity created by increasing the difficulty by which customers can compare..."
- 17:34, 8 January 2013 diff hist +135 N Differential value Created page with "'''Differential value''' is the difference in value between the focal product or service being analyzed and its comparable alternative."
- 17:32, 8 January 2013 diff hist +119 N Demographics Created page with "'''Demographics''' are objective criteria used to describe people, such as age, race, ethnicity, gender, location, etc."
- 17:29, 8 January 2013 diff hist +89 N Customer utility Created page with "'''Customer utility''' equals the total value a customer gains from a product or service."
- 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