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      PRODUCT PRICING FOR THE INDUSTRY

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~ .. PRODUCT PRICING OBJECTIVES

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~ .... PRICE BASIS

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~ ...... Theoretical pricing model

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~ ............ PRICING OBJECTIVES

~ ~ ...... Market Penetration Objectives

~ ~ ...... Market-Skimming Objectives

~ ~ ...... Early Cash Recovery Objectives

~ ~ ...... Satisfying Objectives

~ ~ ...... Product-Line Promotion Objectives

~ ~ ............ Operations

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~ ~ ............ Markets + Trade Cell

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~ ~ ............ Products

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~ ~ ............ Competitors

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~ ...... Problem of Pricing objectives

~ ...... i. Market-penetration objective

~ ...... ii- Market-skimming objective

~ ...... iii. Early-cash-recovery objective

~ ...... iv. Satisfying objective

~ ...... v. Product-line promotion objective

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~ ...... Problems of Multiple parties

~ ...... i. Intermediate customers

~ ...... ii. Rivals

~ ...... iii. Suppliers

~ ...... iv. Government

~ ...... v. Other company executives

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~ ............ MULTIPLE PARTY PRICING

~ ~ ...... Intermediate Customer Considerations

~ ~ ...... Rivals Considerations

~ ~ ...... Suppliers Consideration

~ ~ ...... Government Considerations

~ ~ ...... In-House Considerations

~ ~ ............ Operations

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~ ~ ............ Markets + Trade Cell

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~ ~ ............ Products

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~ ~ ............ Competitors

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~ ...... Problems of Marketing-mix interaction

~ ...... Problems of estimating Demand and Cost functions

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~ .... PRICING DECISIONS

~ ...... Cost-oriented pricing

~ ...... i. Markup pricing

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~ ...... ii. Target pricing

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~ ...... Demand-oriented pricing

~ ...... ~ Price discrimination

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~ ...... Competition-oriented pricing

~ ...... i. Going-rate pricing

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~ ...... ii. Sealed-bid pricing

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~ ............ PRICING MODELS

~ ~ ...... Cost Oriented : Mark-up Pricing

~ ~ ...... Cost Oriented : Target Pricing

~ ~ ...... Demand Oriented : Price Discrimination

~ ~ ...... Competition Oriented : Going-Rate Pricing

~ ~ ...... Competition Oriented : Sealed or Bid Pricing

~ ~ ............ Operations

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~ ~ ............ Markets + Trade Cell

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~ ~ ............ Products

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~ ~ ............ Competitors

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~ .... PRICE CHANGES

~ ...... Buyers' reactions to price change

~ ...... i. Price elasticity of demand

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~ ...... ~ a) DIRECT ATTITUDE SURVEY

~ ...... ~ b) RELATIONSHIP OF PRICE -v- QUANTITY

~ ...... ~ c) MARKET TEST

~ ...... ~ d) ANALYTIC INFERENCE

~ ...... ii. Perceptual factors in buyers' response

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~ ...... Competitors' reactions to price changes

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~ ...... Decision theory for price changes

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~ .... COMPETITOR PRICE REACTION

~ ...... 1) Market-share maintenance

~ ...... 2 Margin maintenance

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~ .... PRODUCT PRICING LOGIC

~ ...... Interrelated demand

~ ...... Interrelated cost

~ ...... Effect of competition

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~ ...... Alternative product-line pricing principles

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~ ............ PRICE CHANGE DECIDERS

~ ~ ...... Buyers Reaction : Elasticity of Demand

~ ~ ...... Buyers Reaction : Perceptual Factors

~ ~ ...... Competitors Reaction : Price Reduction

~ ~ ...... Competitors Reaction : No Reaction

~ ~ ...... Competitors Reaction : Product Re-positioning

~ ~ ............ Operations

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~ ~ ............ Markets + Trade Cell

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~ ~ ............ Products

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~ ~ ............ Competitors

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~ ............ PRODUCT PRICING

~ ~ ...... Interrelated Demand Based

~ ~ ...... Interrelated Cost Based

~ ~ ...... Competition Based

~ ~ ...... Product-Line Pricing Based

~ ~ ...... Model or Price Theory Based

~ ~ ............ Operations

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~ ~ ............ Markets + Trade Cell

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~ ~ ............ Products

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~ ~ ............ Competitors

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~ .... HISTORIC FINANCIAL DATA

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~ .... Historic Balance Sheet

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~ ~ ...... Historic Costs & Margins

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~ ~ ........ Historic Financial Ratios & Margins

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~ ~ .......... Historic Operational Ratios & Margins

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~ .... Financial forecast notes

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~ .... PRODUCT PRICING FINANCIAL FORECASTS : Current to 2028

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~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

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~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

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~ ........ Base Forecast : Median Market Scenario Financial Ratios

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~ .......... Base Forecast : Median Market Scenario Operational Margins

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~ .... Short-Term Price Cutting Effect Balance Sheet Forecast

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~ ...... Short-Term Price Cutting Effect Operational Costs Forecast

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~ ........ Short-Term Price Cutting Effect Financial Ratios

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~ .......... Short-Term Price Cutting Effect Operational Margins

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~ .... Short-Term Price Increase Effect Balance Sheet Forecast

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~ ...... Short-Term Price Increase Effect Operational Costs Forecast

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~ ........ Short-Term Price Increase Effect Financial Ratios

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~ .......... Short-Term Price Increase Effect Operational Margins

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~ .... Promotional & Pricing Cost Objectives Balance Sheet Forecast

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~ ...... Promotional & Pricing Cost Objectives Operational Costs Forecast

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~ ........ Promotional & Pricing Cost Objectives Financial Ratios

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~ .......... Promotional & Pricing Cost Objectives Operational Margins

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~ .... Research & Product Cost Objectives Balance Sheet Forecast

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~ ...... Research & Product Cost Objectives Operational Costs Forecast

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~ ........ Research & Product Cost Objectives Financial Ratios

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~ .......... Research & Product Cost Objectives Operational Margins

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~ .... Market Share Building Objectives Balance Sheet Forecast

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~ ...... Market Share Building Objectives Operational Costs Forecast

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~ ........ Market Share Building Objectives Financial Ratios

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~ .......... Market Share Building Objectives Operational Margins

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~ .... Market Share Holding Objectives Balance Sheet Forecast

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~ ...... Market Share Holding Objectives Operational Costs Forecast

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~ ........ Market Share Holding Objectives Financial Ratios

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~ .......... Market Share Holding Objectives Operational Margins

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~ .... Market Share Harvesting Objectives Balance Sheet Forecast

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~ ...... Market Share Harvesting Objectives Operational Costs Forecast

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~ ........ Market Share Harvesting Objectives Financial Ratios

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~ .......... Market Share Harvesting Objectives Operational Margins

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~ .... Long-Term Product Price Reduction Balance Sheet Forecast

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~ ...... Long-Term Product Price Reduction Operational Costs Forecast

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~ ........ Long-Term Product Price Reduction Financial Ratios

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~ .......... Long-Term Product Price Reduction Operational Margins

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~ .... Long-Term Product Price Increase Balance Sheet Forecast

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~ ...... Long-Term Product Price Increase Operational Costs Forecast

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~ ........ Long-Term Product Price Increase Financial Ratios

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~ .......... Long-Term Product Price Increase Operational Margins

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~ .... Product Positioning Balance Sheet Forecast

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~ ...... Product Positioning Operational Costs Forecast

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~ ........ Product Positioning Financial Ratios

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~ .......... Product Positioning Operational Margins

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~ .... Financial data definitions

INDEX