To improve understanding of pricing approaches

To develop a systematic framework for assessing, formulating, and implementing pricing approaches

Pricing decisions are affected by economic, marketing, organizational, and psychological factors, and must be made within a prescribed legal framework. The programme revolves around: -
(a) making effective pricing decisions while keeping in mind these factors
(b) understanding the strengths and weaknesses of different pricing approaches
(c) developing the thinking to choose the right pricing approach and right price level
(d) implementing the price approach in the face of competitive situations and reactions.

For: This programme aims at orienting senior managers of private and public sector firms toward setting and managing right price levels for their products and services. Managers who are engaged in developing pricing systems and approaches in consumer markets and in industrial markets would find this programme useful. Example industries include hotels, airlines, energy, cruise liners, automobiles, fast moving consumer goods, switchgears, restaurants, internet service providers, consumer appliances, computers, bulk drugs, retailing, petroleum products, etc.

Contents:

Determining value and price response models

How customers view and react to prices

Costing and breakeven analysis for products and services

Different approaches to pricing
      * Value based pricing
      * Dynamic pricing
      * Bundling
      * Two-part pricing
      * EDLP and promotions
      * Pricing in the organized retail context
      * Sales force and pricing

Price framing, signalling, and price wars

What is the "right" approach and "right" price level

Organizing for and implementing the right pricing

Mail your queries to
Prof. Arvind Sahay : asahay@iimahd.ernet.in

For further information, please contact: -
Manager (MDA),
Indian Institute of Management,
Vastrapur, Ahmedabad - 380015.
Phone: +91-79-26324071-6 (MDP)
Fax: +91-79-26300352 (MDP) / 26306896 (General)
E-mail: mdp@iimahd.ernet.in
Website: http://www.iimahd.ernet.in/
Refer: CoolAvenues.com MDP Alert

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