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- 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."