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- 11:29, 10 January 2013 diff hist +102 Switching costs current
- 11:27, 10 January 2013 diff hist +53 Promotional pricing current
- 11:26, 10 January 2013 diff hist +259 N Price waterfall Created page with "The '''price waterfall''' is graphical depiction of the types and depths of different forms of discounts provided to the market by the firm, from list price to ..." current
- 11:24, 10 January 2013 diff hist +36 Price discrimination current
- 11:21, 10 January 2013 diff hist -45 Penetration pricing current
- 11:20, 10 January 2013 diff hist +50 Net price current
- 11:20, 10 January 2013 diff hist +383 Exchange value current
- 11:17, 10 January 2013 diff hist +178 Conjoint analysis current
- 11:16, 10 January 2013 diff hist 0 SaaS current
- 11:16, 10 January 2013 diff hist +48 N SaaS Created page with "'''Saas''' stands for Software as a Service."
- 11:15, 10 January 2013 diff hist +177 N Reference price Created page with "The '''reference price''' is any price which the customer may have expected to pay for an offering, including the price they last paid or the price of a competitive alternative." current
- 11:15, 10 January 2013 diff hist +24 N Milk pricing Created page with "See Signpost pricing" current
- 11:14, 10 January 2013 diff hist +24 N Loss-leader pricing Created page with "See Signpost pricing" current
- 11:12, 10 January 2013 diff hist +102 N Economically-normal good Created page with "An '''economically-normal good''' is one for which the quantity demanded decreases as price increases." current
- 11:11, 10 January 2013 diff hist +67 N EVM Created page with "'''EVM''' stands for Exchange Value Model." current
- 11:10, 10 January 2013 diff hist +28 N Commodity market Created page with "See Perfect competition." current
- 11:08, 10 January 2013 diff hist +16 Cross-price elasticity of demand current
- 10:59, 10 January 2013 diff hist +144 N BISR Created page with "'''BISR''' stands for Breakeven Incremental Unit Sales-per-Redemption. Category:Acronym" current
- 19:08, 9 January 2013 diff hist +95 Second-degree price discrimination
- 19:07, 9 January 2013 diff hist +96 First-degree price discrimination
- 19:06, 9 January 2013 diff hist +96 Third-degree price discrimination
- 18:52, 9 January 2013 diff hist +287 N Zone of indifference Created page with "The '''zone of indifference''' is the area around the value equivalence line at which small changes in price or benefits are associated with no subs..."
- 18:50, 9 January 2013 diff hist +28 Yield management
- 18:50, 9 January 2013 diff hist +375 N Yield management Created page with "'''Yield management''' is a price structure in which the price of the good increases as the time to purchase approaches the time of use. '''Yield managemen..."
- 18:47, 9 January 2013 diff hist +28 Volume hurdle
- 18:46, 9 January 2013 diff hist +223 N Volume hurdle Created page with "In conducting a Profit sensitivity analysis of a price decrease, the '''volume hurdle''' defines the minimum required volume increase for a price decrease to improve the [..."
- 18:43, 9 January 2013 diff hist +124 N Vertical price fixing Created page with "'''Vertical price fixing''' refers to price agreements between firms at different points in the value chain."
- 18:41, 9 January 2013 diff hist +31 N Versioning Created page with "See Tiered price structure."
- 18:39, 9 January 2013 diff hist +315 N Value-disadvantaged Created page with "We talk about '''value-disadvantaged''' product or service when it offers fewer benefits than the price extracted relative to its competitive alternatives. In a [[Price-to-ben..."
- 18:37, 9 January 2013 diff hist +4 Value-advantaged
- 18:37, 9 January 2013 diff hist +37 Value-advantaged
- 18:36, 9 January 2013 diff hist +308 N Value-advantaged Created page with "We talk about '''value-advantaged''' product or service when it offers more benefits than the price extracted, relative to its competitive alternatives. In a [[Price-to-benefi..."
- 18:34, 9 January 2013 diff hist +21 Unharvested value
- 18:29, 9 January 2013 diff hist +205 N Value equivalence line Created page with "On a price-to-benefits map (or Value map), the '''value equivalence line''' is defined by products which offer improvements in benefits commensur..."
- 18:23, 9 January 2013 diff hist +193 N Unharvested value Created page with "We talk about '''unharvested value''' when positioning an offering value-advantaged when evidence demonstrates that the firm could raise its price without effect on the sales ..."
- 18:20, 9 January 2013 diff hist +466 N Tying arrangement Created page with "A '''tying arrangement''' is a price structure in which a customer must buy both the durable and the consumable parts of the offer in order to derive value..."
- 18:15, 9 January 2013 diff hist +36 Inclined tariff
- 18:14, 9 January 2013 diff hist +36 Block tariff
- 18:11, 9 January 2013 diff hist +580 N Two-part tariff Created page with "A '''two-part tariff''' is a price structure in which a customer must buy both the durable and the consumable parts of the offer in order to derive value. ..."
- 18:02, 9 January 2013 diff hist +191 N Total period price Created page with "The '''total period price''' is the total price a customer would for a collection of goods over the same period as that of a comparable subscription if the items were purchase..."
- 18:00, 9 January 2013 diff hist +87 N Tit-for-tat pricing Created page with "'''Tit-for-tat pricing''' means sequentially mirroring the price moves of a competitor."
- 17:59, 9 January 2013 diff hist +348 N Tiered price structure Created page with "A '''tiered price structure''' is a price structure which attempts to price segment customers according to their willingness to pay ..."
- 17:55, 9 January 2013 diff hist +221 N Tied complements Created page with "'''Tied complements''' refer to complementary products for which one of the complementary goods is intended only to be used in conjunction with the other. Contrast with [[Inde..."
- 17:52, 9 January 2013 diff hist +323 N Third-degree price discrimination Created page with "A '''third-degree price discrimination''' is the action of charging separate customer segments different prices where the [[Segmentation hedge|segmentatio..."
- 17:45, 9 January 2013 diff hist +174 N Tactical price segmentation Created page with "'''Tactical price segmentation''' is a price segmentation that is situationally dependent. E.g. promotional discounts or customer-specific discounting."
- 17:43, 9 January 2013 diff hist +163 N Tacit knowledge Created page with "'''Tacit knowledge''' refers to knowledge held that cannot be easily codified or exchanged with others outside of experience or direct interaction with the knower."
- 17:38, 9 January 2013 diff hist +155 N Superior alternative Created page with "An offering is identified as being a '''superior alternative''' to its comparable alternative if the differential value is positive."
- 17:37, 9 January 2013 diff hist +182 N Substitutes Created page with "'''Substitutes''' refers to two goods (or more) for which the purchase of one good decreases the likelihood of the purchase of the second good. The goods can be products or se..."
- 17:33, 9 January 2013 diff hist +6 Subscription
- 17:33, 9 January 2013 diff hist +222 N Subscription Created page with "A subscription is a price structure in which a series of goods to be delivered over time are sold as a single item. Some authors have analyzed subscription..."
- 17:30, 9 January 2013 diff hist +178 N Strategic price segmentation Created page with "'''Strategic price segmentation''' is a price segmentation defined through the prices of offers or the price structure of the offering."
- 17:27, 9 January 2013 diff hist +321 N Stockpiling Created page with "'''Stockpiling''' is a practice of holding inventory by customers or distributors to be used or sold at a later date. During a price promotion, '''stockpiling''' creates incre..."
- 17:24, 9 January 2013 diff hist +152 N Software as a Service Created page with "'''Software as a Service''' refers to a price structure in which software is purchased as a subscription and delivered as a service."
- 17:21, 9 January 2013 diff hist +174 N Small pie bias Created page with "In negotiations, '''small pie bias''' is the belief of both negotiating parties that the value under negotiation is less than the true range of values that could be explored."
- 17:19, 9 January 2013 diff hist +146 N Skim pricing Created page with "'''Skim pricing''' is the practice of pricing a new product within an existing product category as value-disadvantaged at the offering’s launch."
- 17:15, 9 January 2013 diff hist +319 N Signpost pricing Created page with "'''Signpost pricing''' is the action of pricing a popular or frequently purchased good at a relatively low price point in order to signal to customers that the overall prices ..."
- 17:12, 9 January 2013 diff hist +279 N Shared cost effect Created page with "The '''shared cost effect''' refers to the reduction in price sensitivity of a customer or customer segment created through the perc..."
- 17:10, 9 January 2013 diff hist +264 N Segmentation hedge Created page with "In price segmentation, '''segmentation hedge''' is a method of segmenting the market according to willingness to pay that prevent..."
- 17:08, 9 January 2013 diff hist +136 N Second-degree price discrimination Created page with "'''Second-degree price discrimination''' is the action of charging individual customers differently according to the quantity purchased."
- 17:06, 9 January 2013 diff hist +3 Search goods
- 17:06, 9 January 2013 diff hist +171 N Search goods Created page with "In consumer behavior theory, '''search goods are goods for which the benefits derived from consumption can be made explicit prior to purchase."
- 17:02, 9 January 2013 diff hist +129 N Retention rate Created page with "The '''retention rate''' is the proportion of customers who can be expected to purchase the next item in a sequence of purchases."
- 16:55, 9 January 2013 diff hist +159 N Relationship benefits Created page with "'''Relationship benefits''' are benefits that are conferred to customers through experience with the seller and may be created through an emotional connection."
- 16:51, 9 January 2013 diff hist +328 N Reference price effect Created page with "The '''reference price effect''' refers to the role of a customer’s reference price on their response to the current price. Prices above the [[Reference..."
- 16:45, 9 January 2013 diff hist +193 N Rating scale Created page with "'''Rating scale''' is a scale which allows respondents to reveal their preferences by rating their desire for an offer. This method is sometimes used in [[Conjoint analysis|co..."
- 16:44, 9 January 2013 diff hist +104 N Rank ordering Created page with "'''Rank ordering''' means listing a set of offers in the order of preference. See Conjoint analysis."
- 16:41, 9 January 2013 diff hist +151 N Protection level Created page with "'''Protection level''' refers to the number of seats protected or held for sale at a given fare class or higher. == See also == *Yield management"
- 16:36, 9 January 2013 diff hist +371 N Prospect theory Created page with "'''Prospect theory''' is a systematic study and set of results which describes many predictably irrational behaviors of people when selecting between prospective and uncertain..."
- 16:32, 9 January 2013 diff hist +168 N Promotional bundle Created page with "A '''promotional bundle''' refers to a promotional discount on a combination of goods which must be purchased simultaneously in order to earn the discount."
- 16:30, 9 January 2013 diff hist +111 N Profit-based incentive Created page with "A '''profit-based incentive''' is a salesperson incentive package that encourages more profitable transactions."
- 16:09, 9 January 2013 diff hist +354 N Profit sensitivity analysis Created page with "'''Profit sensitivity analysis''' is an examination of the change in the firm’s profits delivered by deliberately changing one of the variables in the [[Profit equation of t..."
- 16:06, 9 January 2013 diff hist +232 N Profit equation of the firm Created page with "'''Profit equation of the firm''' is the quantity sold times the difference between the price at which that quantity is sold and its variable cost ..."
- 16:01, 9 January 2013 diff hist +216 N Product engineered Created page with "In reference to price segmentation: '''product-engineered''' segmentation hedges are created by adding and subtracting different product features to def..."
- 15:59, 9 January 2013 diff hist +102 N Process benefits Created page with "'''Process benefits''' are benefits that derive from reducing transaction costs."
- 15:57, 9 January 2013 diff hist +221 N Prisoner’s dilemma Created page with "The '''prisoner's dilemma''' is a method of anticipating both the firm’s moves and its competitors’ moves in order to identify the best competitive action or anticipate th..."
- 15:55, 9 January 2013 diff hist +255 N Price-to-volume Created page with "'''Price-to-volume''' is a graphical depiction of the net price paid by different customers against the volume of purchases. Can be used to identify unprofitable..."
- 15:54, 9 January 2013 diff hist +35 Price-to-benefits map
- 15:52, 9 January 2013 diff hist +167 N Price-to-benefits map Created page with "The positioning of products on a plane defined by their price on the vertical axis and the value of their benefits on the horizontal axis. Also known as Value map"
- 15:21, 9 January 2013 diff hist +95 N Price structure Created page with "'''Price structure''' is the architecture around which prices are associated with transactions."
- 15:08, 9 January 2013 diff hist +6 Price signaling
- 15:06, 9 January 2013 diff hist +167 N Price signaling Created page with "Price signaling means communicating pricing actions in an open and public forum to customers and investors with credible evidence behind the communication."
- 15:04, 9 January 2013 diff hist +340 N Price floor Created page with "'''Price floor''' refers to the minimum price a customer or customer segment would expect to pay for an offering within a product category, below which th..."
- 14:56, 9 January 2013 diff hist +158 N Price ceiling Created page with "'''Price ceiling''' is the maximum price a customer or customer segment can pay for an offering within a product category due to budget constraints."
- 14:53, 9 January 2013 diff hist +378 N Price by market variable Created page with "'''Price by market variable''' is a graphical depiction of the net price paid by different customer segments as defined by a market characte..."
- 14:41, 9 January 2013 diff hist +16 Price bundle
- 14:40, 9 January 2013 diff hist -1 Price bundle
- 14:40, 9 January 2013 diff hist +321 N Price bundle Created page with "'''Price bundle''' refers to the sale of two or more goods in a single transaction at a price which is below the sum price of the individual goods but above the price of any g..."
- 14:39, 9 January 2013 diff hist +124 N Price bracketed Created page with "'''Price bracketed''' refers to customers which have both a price floor and price ceiling."
- 14:34, 9 January 2013 diff hist +341 N Perfect competition Created page with "'''Perfect competition''' is a state facing a firm where the elasticity of demand is infinite and therefore any increase in price removes al..."
- 14:28, 9 January 2013 diff hist +178 N Paired comparison Created page with "A '''paired comparison''' is the juxtaposition of two offers that eases pragmatic evaluation. This method and its derivatives are used in conjoint analysis to reveal preferences."
- 12:45, 9 January 2013 diff hist -17 Overconfidence effect
- 12:45, 9 January 2013 diff hist 0 Overconfidence effect
- 12:44, 9 January 2013 diff hist +642 N Overconfidence effect Created page with "We talk about '''overconfidence effect''' when, In making a purchase selection where the benefits derived will be dependent upon a change in future behavior, customers are oft..."
- 12:39, 9 January 2013 diff hist +247 N Order bias Created page with "'''Order bias''' refers to the change in selection that is related to the order in which offers are made. Anchoring upon initial offers and loss aversion coupled with a failur..."
- 12:35, 9 January 2013 diff hist +22 Optional equipment effect
- 12:34, 9 January 2013 diff hist +252 N Optional equipment effect Created page with "The '''optional equipment effect''' is the practice of pricing of a base product relatively low to capture customers while simultaneously pricing the tied complements relative..."
- 12:30, 9 January 2013 diff hist -96 Normal good Blanked the page
- 12:30, 9 January 2013 diff hist +96 N Normal good Created page with "An economically-normal good is one for which the quantity demanded decreases as price increases."
- 12:01, 9 January 2013 diff hist +158 N Neutral pricing Created page with "'''Neutral pricing''' is the practice of pricing a new product within an existing product category within the zone of indifference at the offering’s launch."
- 11:56, 9 January 2013 diff hist +80 Network externality
- 11:55, 9 January 2013 diff hist +175 N Network externality Created page with "We talk about '''network externality''' when there is an effect of other users on the value of a good for a given customer. == See also == Positive network externalities"
- 11:49, 9 January 2013 diff hist +281 N Net-price band Created page with "A '''net-price band''' is an histogram of the prices paid by different customers during a relatively congruous period in time. '''Net-price bands''' are used to identify both..."
- 11:38, 9 January 2013 diff hist +217 N Missed opportunities Created page with "We talk about '''missed opportunities''' when positioning an offering value-disadvantaged when evidence demonstrates that the firm could profitably lower its price to gain a p..."
- 11:33, 9 January 2013 diff hist +150 N Minimum advertised price Created page with ""'''Minimum advertised price'''" is a commonly used clause by branded good manufacturers with distributors to discourage pricing below a preset price."
- 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
- 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