Aquino. Caballero. Dulay. Feliciano. Olondriz.

Suson

 ONE PRICE POLICY same price to all customers who purchase products under essentially the same conditions and quantities FLEXIBLE PRICING the same product and quantities to different customers at different prices

 DISCOUNTS reductions from list price that are given by a seller to a buyer who either gives up some marketing function or provides the function himself Quantity Discounts Cumulative quantity discounts encourage repeat purchases and relationships Noncumulative encourage large orders Seasonal Discounts smooth out demand Cash Discounts encourage early payment Trade Discounts go to middlemen

 FREE ON BOARD
at some places (e.g. FOB Sellers Factory, FOB Delivered)

ZONE PRICING
an average freight charge to all buyers within specific geographic areas

UNIFORM DELIVERED PRICING

the same (average) freight charge to all buyers

FREIGHT ABSORPTION PRICING

seller pays freight cost so delivered price matches competition

 Customer value considers total costs and benefits Costs and benefits are impacted not only by list price but by:

discounts, allowances, delivery terms and geographic pricing policies, sales and deals and pricing flexibility
Value pricing leads to superior customer value Value pricing is setting a fair price level for a marketing mix

that really gives the target market superior customer value