The vast majority of products have psychological price thresholds. If you have to raise the price beyond these you might as well go all in. Studies of willingness to pay generally disclose one or more psychological price thresholds, which courses...
It is most likely true when sales reps report that customers only want to discuss price. But this is in fact only because your value proposition is vague, or that the customer plays his game.The average buyer is negotiating with...
It is well documented that discount authorities are exploited to the full or almost full by sales reps. Yet, if this is the case, and discounts are too high, one should look at the authority limits before criticizing the sales reps.
If services are free customers do not perceive them to hold much value. So even if you give away services for free you should still have a price tag on them. Customer will then better understand that it is something you might sell, and...
Every single company tries to find the optimal prices for [...]
Price optimization is often the most effective way to improve the bottom line. When a price is improved by 1 % it simply leads to a more significant outcome compared to a 1 % costs reduction or a 1 % growth in turnover. And if the prices...
The process of finding the right pricing strategy is often referred to as a choice of price level and the signals the price are intended to send. However, a pricing strategy should involve several other considerations and choices.
A Conjoint analysis is one of the so-called trade-off methods [...]