scholarly journals Implementation of a Discount Policy the Shortage B2B Markets: a Marketing Ploy or Price Discrimination?

2021 ◽  
Vol 15 (4) ◽  
pp. 60-78
Author(s):  
Irina V. Knyazeva ◽  
◽  
Irina V. Bondarenko ◽  
Nikolay N. Zaikin ◽  
◽  
...  
Keyword(s):  
Price Discrimination ◽  
Policy Instruments ◽  
Practical Interest ◽  
Marketing Strategies ◽  
Pricing Policy ◽  
Market Participants ◽  
Economic Interaction ◽  
Intensity Of Competition ◽  
Customer Satisfaction And Loyalty ◽  
Rolled Wheel

Modern research of B2B markets focuses on various aspects of information and economic interaction of market participants, but most often the features of marketing strategies in the field of promoting goods / services and building marketing communications are analyzed in order to increase customer satisfaction and loyalty. The issues of effective pricing and the implementation of discount policy as a tool to stimulate sales in B2B markets have not been practically studied. The variability in the application of seller pricing policy instruments in B2B markets under conditions of a limited number of buyers can have a significant impact on the intensity of competition in the market and, as a consequence, lead to a change in the market structure, its transformation and loss of balance. Therefore, the pricing system in non-equilibrium, in particular, shortage markets, in which the inefficient use of discount mechanisms by sellers can take the form of price discrimination of buyers due to the increased market power of the seller, is of considerable scientific and practical interest. This article, being a continuation of the discourse started by the authors on price discrimination in scarce markets, published in No. 3 of the journal Modern Competition, and is devoted to the study of the feasibility of using discounts in equilibrium and scarce B2B markets. At the end of the series of articles on price discrimination in scarce markets [1], the authors intend to publish a third article, which will examine the case of a shortage solid-rolled wheel market in Russia in 2018-2019 from the standpoint of assessing the feasibility of preserving discount programs for certain categories of buyers in the specified oligopolistic B2B market.

Baby Dreams: pricing for products and apparel

2016 ◽  
Vol 6 (1) ◽  
pp. 1-13
Author(s):  
Farzana Quoquab ◽  
Fauziah Sh. Ahmad ◽  
Nor Hazarina ◽  
Maisarah Ahmad
Keyword(s):  
Undergraduate Students ◽  
Subject Area ◽  
Marketing Strategies ◽  
Marketing Management ◽  
Pricing Strategy ◽  
Pricing Policy ◽  
Middle Income ◽  
Content Type ◽  
Start Up ◽  
To Come

Subject area Marketing Management, Entrepreneurship. Study level/applicability This case meant for advanced undergraduate students, taking courses of marketing management that covers the topics related to pricing strategies. With regard to strategic marketing class, this case can be used to explain how pricing strategy plays significant role in attracting and retaining customers. Case overview This case teaches about the importance of understanding the marketing strategies pertaining to pricing. Nora the entrepreneur of Baby Dreams focusing on baby items was in a dilemma in deciding the appropriate pricing strategy for her business. She was in doubt whether her low-price strategy which she believed was appropriate for the low- and middle-income groups was the best strategy for her business. The drastic decrease in sales pushed her to think about the effectiveness of her pricing. All together, Nora owned three Baby Dreams’ outlets. However, due to poor sales, she had to shut down two outlets in 2013. For the last outlet, she had to take an immediate decision in terms of pricing, as the start-up money was depleting, and with no improvement, it was expected to be finished by May 2014. Expected learning outcomes Using this case, students will be able to have an intellectual openness in accepting different ways of finding a solution for a particular problem. This case illustrates the importance of understanding the marketing strategies pertaining to pricing. Moreover, it is also highlighted that, offering low price is not the panacea of sales decrease. It is also necessary for the small business’s survival to look at competitors’ pricing effort to come up with a better pricing policy. Supplementary materials Teaching Notes are available for educators only. Please contact your library to gain login details or email [email protected] to request teaching notes.

Superior Customer Service and Marketing Excellence: Two Sides of the Same Success Coin

2000 ◽  
Vol 25 (3) ◽  
pp. 3-14 ◽  
Author(s):  
A. Parasuraman
Keyword(s):  
Service Quality ◽  
Customer Service ◽  
Marketing Strategies ◽  
Corporate Marketing ◽  
Integral Component ◽  
Two Sides ◽  
Intensity Of Competition ◽  
Market Success

Companies that rely solely on conventional marketing strategies — characterized by a heavy emphasis on aggressive advertising and other promotional activities — will find it more and more difficult to defend, let alone expand, their market turf. Because of the increasing intensity of competition in a number of sectors, a revised corporate-marketing mindset with superior customer service as its core is nec essary for attaining and sustaining market success over the long term. In this perspective piece, Parasuraman discusses the meaning and measurement of service quality, and offers managerial guidelines for delivering superior service by invoking key insights from a multiyear, multi-sector stream of research on cus tomer service. He advances arguments for broadening the scope of marketing to include the delivery of customer service as an integral component and demonstrates that a judicious blending of conventional marketing and su perior customer service is the best recipe for sustained market success.

scholarly journals Identification and analysis of factors determining the readiness degree of the Russian Federation financial sector to the digitalization processes

E-Management ◽  
2020 ◽  
Vol 2 (4) ◽  
pp. 74-84
Author(s):  
E. A. Khalimon ◽  
V. G. Makeeva ◽  
Yu. N. Kafiyatullina ◽  
G. P. Kharchilava
Keyword(s):  
Financial Market ◽  
Financial Services ◽  
Practical Interest ◽  
Digital Technologies ◽  
Financial Sector ◽  
Strong Impact ◽  
Developed Economies ◽  
Market Participants ◽  
Technology Market ◽  
Identification Analysis

Nowadays, the rapidly growing technology market and the digitalization process that covers all areas of economic activity have a strong impact on financial markets. Changes in the financial sector occur both within the financial market objects themselves and in the processes of interaction with each other and clients. These changes are related to the application of new digital technologies, including distributed accounting technology, big data analysis, cloud computing, artificial intelligence, biometric technologies, augmented / virtual reality. These technologies are related to processes such as customer use of banking applications, remote payments, planning, lending and financing, trade and investment, insurance, security, regulatory operations and communications between financial market participants and customers.Such financial sector processes as fintech, regtech, investtech, creditech, inshurtech, cybertech, opertech, robotech, analytech, which reflect the digital aspect of the traditional processes of this market segment, have been described in the article. The article includes materials obtained in the course of the OECD’s work over the past few years on a number of related topics, including “Innovation in financial services”, “Digitalization and Finance”, which complements the study with additional relevant materials of international level. Technological innovations in the field of finance have been considered and their impact on the processes listed above has been evaluated. A detailed description of each of the nine processes contains the rationale and examples of the use of digital technologies, as well as the degree of integration and impact on these processes. The relevance of this topic is due to the fact that today there are no publications in domestic and foreign sources on the identification, analysis and evaluation of factors that affect the financial sector of the economy due to the lack of statistical and analytical information. In this regard, the conclusions made are of both scientific and practical interest not only in Russia, but also in other countries with developing and developed economies.

Mainland Chinese Casino Visitors to Macau: Linking Service, Brand Image, Satisfaction and Loyalty

2020 ◽  
Vol 13 (1) ◽  
pp. 87-115
Author(s):  
Sow Hup Joanne Chan ◽  
Yim King Penny Wan ◽  
Miyoung Joen
Keyword(s):  
Customer Satisfaction ◽  
Future Study ◽  
Brand Image ◽  
Marketing Strategies ◽  
Mainland Chinese ◽  
Casino Industry ◽  
Revisit Intention ◽  
Service Brand ◽  
Promotional Marketing ◽  
Customer Satisfaction And Loyalty

Few studies have investigated the moderating influence of brand image on customer satisfaction and loyalty. The purpose of this study was to examine the link from casino service to satisfaction (affective and cognitive satisfaction) and loyalty (revisit intention and intention to recommend). The influence of brand image as a moderator was also proposed. A quantitative survey was conducted with 240 casino visitors in Macau. The findings demonstrate that cognitively and affectively satisfied customers were more inclined to revisit and recommend a casino. These relations were stronger for customers who scored higher in brand image than for those who scored lower. The moderating influence of brand image was supported for revisit intention but was not supported for recommendation. The study provides promotional marketing strategies for the casino industry and theoretical suggestions for future study.

Customer Value Assessment towards Transport Modes of Tourism after a Natural Disaster of Scenic Spots - The Analysis Based on Choice Experiment

2013 ◽  
Vol 423-426 ◽  
pp. 2154-2160
Author(s):  
Jiang Liu ◽  
Wei Li ◽  
Li Huang
Keyword(s):  
Natural Disaster ◽  
Choice Experiment ◽  
Customer Value ◽  
Marketing Strategies ◽  
Value Assessment ◽  
Perceived Benefits ◽  
Time Cost ◽  
Pricing Policy ◽  
Monetary Cost ◽  
Marginal Value

This study explores marginal utility of different attributes of means of transportation after a natural disaster in scenic spots and the corresponding marginal value using an analysis method of choice experiment based on marketing strategies of traffic cost. Different from prior studies, this study will first divide traffic cost attributes into three categories, including money cost, time cost, and perceived benefits. Then, to design experiments based on different cost attributes and attribute levels to combine different means of transportation, namely marketing strategies. And this study obtains scores of customers’ willingness to travel for marketing strategies by questionnaires; questionnaire asking way through and transform by questionnaire survey to combine to be two different experimental selection sets. The authors employ choice experiment to establish econometric model to regress. The paper draws the following important conclusions. Firstly, time cost and monetary cost only will affect people's choices of means of transportation. The marginal probability of time cost and monetary cost is 4.9 percent and 0.03 percent. Simultaneously, we estimate that the monetary value of the cost per unit time is 163 yuan. Secondly, for the perceived benefits variable, although the regression coefficient is not significant, We can’t come to a conclusion that whether there is new attractions does not affect customers’ choice. Meanwhile, this study shows the nature of various new attractions may affect customers’ choice for means of transportation. Finally, in addition, for other family variables, including respondent gender, age, education and monthly living expenses, their regression coefficients are not significant. The conclusion is prompted to develop the marketing strategy that discriminatory pricing policy might not effectively improve marketing benefits.

scholarly journals Genetic and Phylogeographic Structures of the Symbiotic Fungus Tuber magnatum

2005 ◽  
Vol 71 (11) ◽  
pp. 6584-6589 ◽  
Author(s):  
Andrea Rubini ◽  
Francesco Paolocci ◽  
Claudia Riccioni ◽  
Giovanni G. Vendramin ◽  
Sergio Arcioni
Keyword(s):  
Market Price ◽  
Geographic Origin ◽  
Natural Populations ◽  
Practical Interest ◽  
Marketing Strategies ◽  
Phylogeographic Structure ◽  
Tuber Magnatum ◽  
Expansion Pattern ◽  
Place Of Origin ◽  
First Time

ABSTRACT The quality and market price of truffles vary with the species and, traditionally, the place of origin. The premium species Tuber magnatum produces white truffles and has a patchy distribution restricted to Italy and some Balkan areas. We used polymorphic microsatellites to evaluate 316 specimens grouped into 26 populations sampled across the species' geographic range to determine if natural populations of T. magnatum are genetically differentiated. We found that the southernmost and the northwesternmost populations were significantly differentiated from the rest of the populations. The simple sequence repeat data also could be used to make inferences about the postglacial T. magnatum expansion pattern. This study is the first to identify a genetic and phylogeographic structure in T. magnatum. The presence of a genetic structure can be of practical interest in tracing truffle populations according to their geographic origin for marketing strategies. Evidence for extensive outcrossing in field populations of T. magnatum also is provided for the first time.

scholarly journals Regulatory Redistribution in the Market for Health Insurance

2015 ◽  
Vol 7 (2) ◽  
pp. 109-134 ◽  
Author(s):  
Jeffrey Clemens
Keyword(s):  
Health Care ◽  
Health Policy ◽  
Adverse Selection ◽  
Policy Instruments ◽  
Community Rating ◽  
Market Participants ◽  
Coverage Rates ◽  
Adverse Selection Problem ◽  
Care Costs ◽  
Medicaid Expansions

Community-rating regulations equalize the insurance premiums faced by the healthy and the unhealthy. Intended reductions in the unhealthy's premiums can be undone, however, if the healthy forgo coverage. The severity of this adverse selection problem hinges largely on how health care costs are distributed across market participants. Theoretically, I show that Medicaid expansions can combat adverse selection by removing high cost individuals from the relevant risk pool. Empirically, I find that private coverage rates improved significantly in community-rated markets when states expanded Medicaid's coverage of relatively unhealthy adults. The effects of these health policy instruments are fundamentally linked. (JEL G22, G28, H51, H53, I13, I18, I38)

scholarly journals Mortgage and mortgage lending as a tool for financial recovery of the modern Russian economy

2021 ◽  
Vol 273 ◽  
pp. 08109
Author(s):  
Svetlana Rybak
Keyword(s):  
Real Estate ◽  
Practical Interest ◽  
Legal Regulation ◽  
Real Estate Market ◽  
Mortgage Lending ◽  
The Real Estate ◽  
Market Participants ◽  
Russian Economy ◽  
The Real Estate Market ◽  
Financial Recovery

The article is devoted to the institutional analysis of the problem of improving the legal regulation of mortgage relations in Russia in modern conditions in the presence of a rather limited financial capacity of the population in modern conditions to purchase real estate or housing. In this regard, the mortgage becomes the most necessary tool to ensure the socio-economic development of society, its stable and sustainable development. The formation of the property base currently generates a corresponding demand in the real estate market, and develops a corresponding interest among consumers in mortgage lending. At the same time, the emerging financial mechanism of mortgages also ensures the formation of the solvency of not only the population, but also other market participants, so that this market segment becomes not only in demand, but also successfully developed. Considering this problem, the author sought to update the scientific, theoretical and practical interest in this topic and to reveal the problems that hinder the development of mortgages as an important factor in the financial recovery of the modern market economy.

The Crowdfunding Market, Models, Platforms, and Projects

2017 ◽  
pp. 90-126 ◽  
Author(s):  
Melek Demiray ◽  
Sebnem Burnaz ◽  
Yonca Aslanbay
Keyword(s):  
Social Network ◽  
General Public ◽  
Online Social Network ◽  
Market Model ◽  
Future Trends ◽  
Market Models ◽  
Market Participants ◽  
Technological Developments ◽  
Number Of Individuals ◽  
Intensity Of Competition

The changing structure and intensity of competition on one hand, the ongoing pressure on creating differentiated offerings lead to seek out new ways to improve technology as well as new ways to perform business. Technological developments enable market participants or other interest parties to engage in the process of both innovation and production, resulting with an online social network market model of co-creation. This chapter focuses on describing different aspects of recently developing crowdfunding market models where new projects are offered and funded by large number of individuals from general public. The current extent and dynamics of the growing crowdfunding market, various models of crowdfunding, crowdfunding platforms and the projects that are crowdfunded are analyzed through the chapter by giving examples and comparative comments. The analysis of the market is concluded by the foreseen future trends.

Benchmarking the Performing Arts: a Price Level Index for Publicly Funded German Music Theatres

2020 ◽  
Vol 4 (2) ◽  
pp. 23-37
Author(s):  
Alexander Busche
Keyword(s):  
Price Discrimination ◽  
Performing Arts ◽  
Price Level ◽  
Price Policy ◽  
Fixed Costs ◽  
Average Price ◽  
Publicly Funded ◽  
Pricing Policy ◽  
Price Structure ◽  
The World

There is a constantly growing gap between rising fixed costs and stagnating revenues in German publicly funded music theatres (PGMTs). The structural crisis can be assumed to be even worse after a restart of the performing arts following the COVID-19 pandemic. The potential of pricing policy, which has been fundamentally verified in literature, is not systematically exploited in PGMTs. The data situation in Ger-many regarding theatres in general is quite comprehensive and not comparable to the rest of the world. But one important key figure is missing for implementing a more revenue-oriented price policy: the av-erage price level of PGMTs. Although there already exist quite comprehensive studies by Schößler (2016) on pricing in publicly funded German theatres (PGTs) and by Ozeghov and Ozhegova (2018) on price discrimination, there is no assessment of the general price structure for PGMTs. The goal of this study is to fill this gap in research, giving an average price level for PGMTs as well as introducing a PGMT index as a basis for a more differentiated price policy and benchmarking.

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