January 2005
Intermediate to advanced
232 pages
5h 35m
English
Content preview from Smarter Pricing: How to capture more value in your marketBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Life-cycle pricing
Convention offers ‘competitive pricing’ as a strategy where prices are pegged to comparable offers from rivals. This is a reactive approach to pricing. It is not differentiating and may not maximize value capture. See Figure 9.1 for three alternative life-cycle pricing strategies:
High remaining high. This is the premium product strategy where the launch price conveys aspiration, luxury or high quality and the continuing price strategy maintains the premium level. An example would be the lager, Stella Artois, brewed by Interbrew (part of Inbev) and now sold in 80 countries. Interbrew has launched the brand in markets outside its home country of Belgium. In each of these markets, Stella Artois has a premium position. For example, ...
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