Professional Documents
Culture Documents
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Variability of inputs and outputs--how can firms define a Many services hard for customers to evaluate--what Importance of time factor--same service may have more Delivery through physical or electronic channels--may
create differences in perceived value
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Pricing Strategy
Competition Costs
Slide 2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E
Value to customer
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Cost-Based Pricing
Set prices relative to financial costs
Competition-Based Pricing
Monitor competitors pricing strategy
(especially if service lacks differentiation) Who is the price leader? (one firm sets the pace)
Value-Based
Relate price to value perceived by customer
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Effort Time
Perceived Benefits
Perceived Outlays
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Relationship Pricing
non-price incentives discounts for volume purchases discounts for purchasing multiple services
Low-cost Leadership
Convince customers not to equate price with quality Must keep economic costs low to ensure profitability at low price
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Financial costs:
price of purchasing service expenses associated with search, purchase activity, usage
Time expenditures Physical effort (e.g., fatigue, discomfort) Psychological burdens (mental effort, negative feelings) Negative sensory burdens (unpleasant sensations affecting any
of the five senses)
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After Costs
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Which clinic would you patronize if you needed a chest x-ray (assuming all three clinics offer good quality) ? Clinic A
Price $45 Located 1 hour away by car or transit Next available appointment is in 3 weeks Hours: Monday Friday, 9am 5pm Estimated wait at clinic is about 2 hours
Clinic B
Price $85 Located 15 min away by car or transit Next available appointment is in 1 week Hours: Monday Friday, 8am 10pm Estimated wait at clinic is about 30 45 minutes
Clinic C
Price $125 Located next to your office or college Next appointment is in 1 day Hours: Mo Sat, 8am 10pm By appointment estimated wait at clinic is about 0 to 15 minutes
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Reduce time costs of service at each stage Minimize unwanted psychological costs of service Eliminate unwanted physical costs of service Decrease unpleasant sensory costs of service
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Variable
Quadrant 2:
Hotel Rooms Airline Seats Rental Cars Cruise Lines
Quadrant 3: Unpredictable
Restaurants Golf Courses
Quadrant 4:
Continuing Care Hospitals
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Di De
De Di
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Class of travel (Business/Economy class) Size and furnishing of a hotel room Seat location in a theatre Free breakfast at a hotel, airport pick up etc. Free golf cart at a golf course Priority wait listing Increase in baggage allowances Dedicated service hotlines Dedicated account management team
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Non Physical Fences Transaction Characteristics Time of booking or reservation Location of booking or reservation Flexibility of ticket usage
Requirements for advance purchase Must pay full fare two weeks before departure Passengers booking air tickets for an
identical route in different countries are charged different prices
Fees/penalties for canceling or changing a reservation (up to loss of entire ticket price) Non refundable reservation fees
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Early bird special in restaurant before 6pm Must stay over on Sat for airline, hotel Must stay at least five days Price depends on departure location, esp in international travel Prices vary by location (between cities, city
centre versus edges of city)
Location of consumption
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Non Physical Fences (contd) Buyer Characteristics Frequency or volume of consumption Group membership
Child, student, senior citizen discounts Affiliation with certain groups (e.g. Alumni) Group discounts based on size of group
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Relating Price Buckets and Fences to the Demand Curve (Fig. 6.7)
Price per Seat
First Class Full Fare Economy (No Restrictions) One-Week Advance Purchase One-Week Advance Purchase, Saturday Night Stayover 3-Week Advance Purchase, Saturday Night Stayover 3-Week Adv. Prchs, Sat. Night Stay., $100 for Changes 3-Wk Adv. Prchs, Sat. Night Stay, No changes/refunds Late Sales through Consolidators/ Internet, no refunds
Capacity of Aircraft
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Unfairness and misrepresentation in price promotions Too many rules and regulations
customers feel constrained, exploited customers unfairly penalized when plans change
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Time Line
Source: John Gourville and Dilip Soman, Pricing and the Psychology of Consumption, Harvard Business Review, September 2002, 90-96.
Time Line
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