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Price Selection: How Businesses Select the Correct Price for Products

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Instructor: Jennifer Lombardo

Jennifer Lombardo received both her undergraduate degree and MBA in marketing from Rowan University. She spent ten years in consumer marketing for companies such as Nielsen Marketing Research, The Dial Corporation and Mattel Toys. She is currently an adjunct professor of marketing at Rowan University and a social media marketing consultant.

Price selection is an important part of the marketing mix. Explore the different strategies businesses use to select the correct price for products, including price skimming, penetration pricing, and status quo. Updated: 08/18/2021

How to Price a New Product

Farmer Joe's Market has continued to thrive this year. His organic products, bakery goods and cooking classes have made his business a favorite place to shop for most of the town. Farmer Joe's daughters Apple and Peach have created a new product that they are petitioning to get added to the product offerings for the market. The product is a genetically altered broccoli that makes the product taste like rich chocolate. It will be called Choco-Broco. The daughters know that this will be a huge success, as parents always have had difficulty getting their kids to eat veggies. They hope to expand this product line flavor to other kid-averse veggies.

Their dad has agreed to stock the product, but everyone is confused as to how to price the Choco-Broco. In a late-night meeting, the family has decided to discuss what pricing strategy should be selected for the new product line. A pricing strategy sets the initial price of the product and provides a plan for price changes over time. There are three pricing strategies that Farmer Joe can choose from: price skimming, penetration pricing and status quo.

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  • 0:06 How To Price a New Product
  • 1:13 Price Skimming
  • 2:10 Penetration Pricing
  • 3:41 Status Quo Pricing
  • 4:19 Lesson Summary
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Price Skimming

When Apple and Peach start to think about how to price their Choco-Broco, they first think about how much it costs to make. Choco-Broco was costly to develop due to the genetic-altering process involved. The daughters want to recoup their financial investment of $10,000 that was needed to fund the development of the chocolate-tasting broccoli.

A price strategy that would allow for the daughters to get their investment back would be a price skimming model. This strategy consists of charging a high introductory price in tandem with heavy promotion and later slowly dropping the price. Price skimming is usually used when the product has a strong, unique advantage that's not easily copied. It is also the best strategy to use when trying to recover large investments in development and marketing. Both Apple and Peach feel that this policy might be the answer to their price dilemma but are willing to continue researching the other pricing strategies to make sure they make the best decision possible.

Penetration Pricing

Penetration pricing is when a company charges a low price for their product initially in order to reach the largest amount of their target market. This pricing philosophy believes that the more people that buy a product, the more positive word-of-mouth will occur, which will produce more sales and profits. The lower price will attract consumers to try a new product and also lead to a larger market share.

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