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Chapter 13: Pricing Management
Chapter 13: Pricing Management
29
Business
Undergraduate 1
04/05/2009

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Term
bait pricing
Definition
Pricing an item in the product line low with the intention of selling a higher-priced item in the line
Term
bundle pricing
Definition
Packaging together two or more complementary products and selling them for a single price
Term
captive pricing
Definition
Pricing the basic product in a produce line low while pricing related items at a higher level
Term
comparison discounting
Definition
Setting a price at a specific level and comparing it with a higher price
Term
cost-based pricing
Definition
Adding a dollar amount or percentage to the cost of the product
Term
cost-plus pricing
Definition
Adding a specified dollar amount or percentage to the seller's cost
Term
customary pricing
Definition
Pricing on the basis of tradition
Term
demand-based pricing
Definition
Pricing based on the level of demand for the product
Term
differential pricing
Definition
Charging different prices to different buyers for the same quality and quantity of product
Term
everyday low prices (EDLP)
Definition
Setting a low price for products on a consistent basis
Term
markup pricing
Definition
Adding to the cost of the product a predetermined percentage of that cost
Term
multiple-unit pricing
Definition
Packaging together two or more identical products and selling them for a single price
Term
negotiated pricing
Definition
Establishing a final price through bargaining
Term
odd-even pricing
Definition
Ending the price with certain numbers to influence buyers' perceptions of the price or product
Term
penetration pricing
Definition
Setting prices below those of competing brands to penetrate a market and gain a significant market share quickly
Term
periodic discounting
Definition
Temporary reduction of prices on a patterned or systematic basis
Term
premium pricing
Definition
Pricing the highest-quality or most versatile products higher than other models in the product line
Term
prestige pricing
Definition
Setting prices at an artificially high level to convey prestige or a quality image
Term
price leaders
Definition
Product priced below the usual markup, near cost, or below cost
Term
price lining
Definition
Setting a limited number of prices for selected groups or lines of merchandise
Term
price skimming
Definition
Charging the highest possible price that buyers who most desire the product will pay
Term
pricing objectives
Definition
Goals that describe what a firm wants to achieve through pricing
Term
product-line pricing
Definition
Establishing and adjusting prices of multiple products within a product line
Term
professional pricing
Definition
Fees set by people with great skill or experience in a particular field
Term
psychological pricing
Definition
Pricing that attempts to influence a customer's perception of price to make a product's price more attractive
Term
random discounting
Definition
Temporary reduction of prices on an unsystematic basis
Term
reference pricing
Definition
Pricing a product at a moderate level and displaying it next to a more expensive model or brand
Term
secondary-market pricing
Definition
Setting one price for the primary target market and a different price for another market
Term
special-event pricing
Definition
Advertised sales or price cutting linked to a holiday, season, or event
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