国际营销国际营销国际营销 (25).pdf

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1、Developing Pricing Strategies and ProgramsChapter 12Geographical pricingBarterCompensation dealBuyback arrangementOffsetAdapting the PriceAdapting the Price Price discounts and allowances输 入 您 的 标 题Adapting the PricePromotional pricing:Loss-leader pricingSpecial event pricingSpecial customer pricing

2、Cash rebatesLow-interest financingLonger payment termsWarranties/service contractsPsychological discountingAdapting the Price Price discriminationCustomer-segment pricingProduct-form pricingImage pricingChannel pricingLocation pricingTime pricing Price discrimination Yield pricingAdapting the PriceI

3、nitiating and Responding to Price Changes Initiating price cuts Excess plant capacity Domination of market Price-cutting traps Price concessions Low-quality Fragile market share Shallow pockets Price war Delayed quotation pricing Escalator clauses Unbundling Reduction of discounts Initiating price increasesInitiating and Responding to Price ChangesInitiating Price IncreasesAnticipating competitive responsesResponding to competitors price changesInitiating and Responding to Price Changes