Deck 39: Setting the Right Price

Question 1

Sometimes multinational firms will follow a penetration strategy in developed countries and a skimming strategy in developing countries.

Answer 1

False
The opposite is true.

Question 2

Functional discounts are typically calculated as the wholesale price times the accumulated margin percentages.

Answer 2

False
Functional discounts are typically a percentage discount from the base price.

Question 3

Price discrimination can sometimes be justified if certain criteria are not met.

Answer 3

True

Question 4

Most companies do a very good job of doing research to create a price strategy.

Question 5

In the United States,price fixing is only illegal in some instances.

Question 6

Sears and John Deere run major sales on their lines of riding lawn mowers every fall.This is an example of a seasonal discount.

Question 7

It makes the most sense to use price skimming when an above-average price makes the market hesitant to buy the product.

Question 8

The basic assumption with price skimming is that the firm is customer driven,seeking to understand the attributes customers want in goods and services they buy and the value of that bundle of attributes to customers.

Question 9

Rebates involve a cash refund for the purchase of a product during a specific period.

Question 10

A winery that makes a huge profit on merlot wines may lower its price on pinot noir wines to cause damage to wineries that only produce pinot noir.This is an example of predatory pricing.

Question 11

After estimating how much market share and profit can be earned at each possible price point,managers should establish price goals and determine corresponding costs for each price.

Question 12

An awning manufacturer that is allowed to deduct 3 percent from its total bill if it pays by a specific date is receiving a promotional discount.

Question 13

Penetration pricing means charging a relatively low price for a product as a way to reach the mass market.

Question 14

All pricing objectives have trade-offs that managers must weigh.

Question 15

The first step in setting the right price for a new product is to estimate demand,costs,and profits.

Question 16

Evergreen Lighting,a manufacturer of decorative,energy-efficient lighting products,requires its buyers to pay for the cost of transportation from the manufacturing site to their place of businesses.Evergreen Lighting uses FOB origin pricing.

Question 17

Procter & Gamble entered the electric toothbrush market with the Crest Spinbrush at a price considerably lower than those of lesser-known competitors.It used penetration to gain market share.

Question 18

Manufacturers know the general price level they can expect when establishing a product price.This general price is called the base price.

Question 19

A markdown allowance is a payment to a dealer for promoting the manufacturer's products.

Question 20

There are two limousine services that drive customers from communities in North Georgia to the Atlanta airport.Whenever one reduces its fare,its competitor reduces its fares by the same amount.This is an example of status quo pricing.

Question 21

A 16-ounce bottle of Prairie Herb vinegar sells for $4.95,and a 16-ounce bottle of Heinz vinegar costs $1.05.Prairie Herb vinegar is new to the market,perceived to be of higher quality,and provides a unique flavor to foods even though it is used in the same way as Heinz vinegar.Prairie Herb vinegar is most likely using a _____ policy.

A) penetration pricing
B) status quo pricing
C) price skimming
D) bundling cost pricing
E) geodemographic pricing

Question 22

Many businesses find recessions to be an excellent time to build market share through the use of price shading.

Question 23

In which of the following countries is Procter & Gamble MOST likely to sell razor blades using a penetration pricing strategy?

A) the United States
B) France
C) Bangladesh
D) Japan
E) Canada

Question 24

The marketing manager of Icruise.com (a travel Web site targeted to consumers who want a luxury vacation)finds that the firm can gain market share and become the industry leader if it slashes prices by 50 percent during the month of December.However,the VP of finance is committed to reporting a 25 percent return on investment at all times.This conflict illustrates:

A) a need to eliminate low-profit products.
B) a lack of corporate concentration on the marketing concept.
C) how pricing operates in a mature marketplace.
D) the need for trade-offs in pricing objectives.
E) how target markets can be ignored.

Question 25

Kiddieland Amusement Park charges customers an admission fee of $10.Customers must pay 50 cents for each ride they want to ride while inside the park.This is an example of two-part pricing.

Question 26

After establishing pricing goals,managers should estimate total revenue at a variety of prices.Next,they should _____.Only after performing this task are they are ready to estimate how much profit and how much market share can be earned at each possible price.

A) choose the ROI target
B) determine corresponding costs for each price
C) estimate industry supply
D) implement pricing segmentation
E) establish geographic pricing heuristics

Question 27

Rag fibers for paper and cotton seeds for cottonseed oil are two by-products of the cotton textile industry.Because these products are produced together,they are complementary products.

Question 28

Which of the following is a pricing policy whereby a firm charges a high introductory price,often coupled with heavy promotion?

A) Penetration pricing
B) Price skimming
C) Price capping
D) Profit pricing
E) Price maximization

Question 29

Uniform delivered pricing is illegal because it discriminates against buyers who are located close to the point of shipping because they pay the same amount as buyers located far from the point of shipping pay.

Question 30

A catalog retailer offers three styles of khaki pants at three price levels.The special pricing tactic used by the catalog retailer is best described as variable psychological pricing.

Question 31

Costs that are shared in the manufacturing and marketing of several products in a product line are called joint costs.

Question 32

When the Mosquito Magnet was introduced,it was designed to rid the immediate area of mosquitoes and other annoying insects.The technology for the Mosquito Magnet had taken years to develop.It is a patented grill-like apparatus that emits carbon dioxide to attract bugs to a fan that draws them into the device where they die.What type of pricing policy would you recommend the company use to introduce this product to the market?

A) Status quo pricing
B) Penetration pricing
C) Price skimming
D) Flexible pricing
E) Leader pricing

Question 33

A shortage of blood for transfusions for injured animals has resulted in the introduction of a synthesized product called Oxyglobin,which can be used effectively as a blood replacement.The manufacturer of the product has put a high price on the product in order to recoup its research and development costs.The manufacturer of Oxyglobin is using a _____ policy.

A) price banding
B) penetration pricing
C) price lining
D) bundling costs
E) price skimming

Question 34

One example of price bundling occurs when Nintendo sells the Wii Fit balance board with the Wii game system at a lower price than the total price of each if bought separately.

Question 35

Escalator pricing and price shading are two examples of cost-oriented pricing tactics.

Question 36

Flexible pricing enables a seller to close a sale with price-conscious consumers.

Question 37

The price skimming strategy is sometimes called a "market-plus" approach to pricing because it denotes a high price relative to the prices of competing products.This strategy works best when:

A) competition is abundant.
B) revenues are equal to expenses.
C) supply is greater than demand.
D) production capacity is large and flexible.
E) The product is perceived as having unique advantages.

Question 38

More and more businesses are adopting consumer penalties-extra fees paid by consumers for violating the terms of a purchase agreement.

Question 39

Loss-leader pricing is a price tactic that tries to get consumers into a store through false or misleading price advertising.

Question 40

For which of the following situations would a price skimming strategy be most appropriate?

A) The addition of a new comic book series with a gay protagonist
B) The introduction of a new brand of bottled water
C) The elimination of demand for low-wattage light bulbs
D) The introduction of a unique, roomy automobile model that has extremely low energy and fuel costs
E) The introduction of a Barbie Olympic champion doll by Mattel and the International Olympic Committee

Question 41

When Microsoft introduced its Zune MP3 player,many people thought it would capture the MP3 player market by pricing its product so low that a smaller competitor,like the Apple iPod,would be unable to compete.If Microsoft had used this approach,it would have been would be guilty of:

A) predatory pricing.
B) unfair trade practices.
C) channel manipulation pricing.
D) price fixing.
E) price discrimination.

Question 42

Jones Soda Company and Big Sky Brands have introduced Jones Soda Carbonated Candy,a candy that delivers a blast of the most popular Jones Soda flavors along with an oddly enjoyable tongue-tingling sensation.Which pricing strategy would be appropriate if the company wants to convince price-sensitive consumers to try it and not buy some other brand?

A) Price lining
B) Price fixing
C) Status quo pricing
D) Penetration pricing
E) Price skimming

Question 43

The practice of charging a very low price for a product with the intent of driving competitors out of business or out of a market is called:

A) price discrimination.
B) predatory pricing.
C) price fixing.
D) price manipulation.
E) anti-competitive pricing.

Question 44

When a firm introduces a new product at a relatively low price because it hopes to reach the mass market,it is following a _____ strategy.The low price is designed to capture a large share of a substantial market and produce lower production costs.

A) penetration pricing
B) price-insensitive demand
C) price skimming
D) price elasticity
E) cost bundling

Question 45

All of the following elements must be present for a pricing practice to be considered discriminatory under the Robinson-Patman Act EXCEPT:

A) The seller must charge different prices to different customers for the same product.
B) The seller must make two or more actual sales within a reasonably short time.
C) The transaction must occur in interstate commerce.
D) The products sold must not be commodities.
E) There must be significant competitive injury.

Question 46

Marketers must take care when using _____ since a lower price often signals to consumers that product quality is also low.

A) price skimming
B) status quo pricing
C) penetration pricing
D) unbundling
E) cost sharing

Question 47

Which of the following prohibits any firm from selling to two or more different buyers,within a reasonably short time,commodities (not services)of like grade and quality at different prices where the result would be to substantially lessen competition?

A) Sherman Act
B) Federal Trade Commission Act
C) Food and Drug Administration Act
D) Anti-Discrimination Act
E) Robinson-Patman Act

Question 48

State laws that put a lower limit on wholesale and retail prices are called _____.In states that have these laws,selling below cost is illegal.

A) unfair trade practice acts
B) price floor laws
C) protectionism acts
D) transparency laws
E) price edicts

Question 49

States developed unfair trade practice acts to:

A) enforce the Sherman Act that makes bait pricing illegal.
B) prevent oligopoly leaders from getting together and fixing prices at the highest the market will bear.
C) establish penalties for companies that break the Clayton Act by engaging in predatory pricing.
D) make sure that all pricing policies are equitable.
E) protect small local firms from giant companies that operate efficiently on razor-thin profit margins.

Question 50

A firm charging a price identical to or very close to the competition's price is using a _____ strategy.

A) differentiation pricing
B) penetration pricing
C) preemptive pricing
D) status quo pricing
E) leader pricing

Question 51

In 2008,United Airlines and American Airlines disclosed settlements in a class-action lawsuit over allegations of airfreight price fixing.This means the companies:

A) tried to charge fees for airfreight that were below costs.
B) charged customers different amounts for the same shipments.
C) agreed on the price they would charge customers for airfreight.
D) used uniform geographic pricing.
E) created an artificial demand for shipping.

Question 52

Acme Lawnmowers sells its mowers to retailers at different prices,depending on whether they are independent stores or members of a national chain.It uses:

A) unfair trade practices.
B) price fixing.
C) price discrimination.
D) predatory pricing.
E) bait pricing.

Question 53

South Africa's Competition Commission accused South African Airways of conspiring with its partner,Germany's Lufthansa,to set prices on flights between Cape Town,Johannesburg,and Frankfurt.As a result,the two airlines were charged with:

A) price discrimination.
B) price fixing.
C) bait pricing.
D) unfair trade practices.
E) channel control pricing tactics.

Question 54

The DCS Stainless Steel Gas Grill for outside cooking costs $3,995.The market for a grill that could easily replace a kitchen range is limited even though a lot of people have seen articles about this grill in cooking magazines and in the cooking section of newspapers.There is no potential competitor for this grill.The _____ strategy is probably best.

A) price skimming
B) penetration pricing
C) status quo
D) cost bundling
E) price lining

Question 55

JCPenney sends representatives to shop at similar retailers to make sure it is charging comparable prices for its products.JCPenney probably uses a _____ strategy.

A) leader pricing
B) preemptive pricing
C) status quo pricing
D) flexible pricing
E) functional pricing

Question 56

The market for turkey products is large.If a major producer of turkeys were to introduce a boneless fresh turkey wrapped around savory dressing,most of the large market for this new product would be aware of its existence.The market is price sensitive,and there is some potential competition.The appropriate strategy would be:

A) price skimming.
B) penetration pricing.
C) status quo.
D) cost bundling.
E) price lining.

Question 57

A penetration strategy tends to be effective in a price-sensitive market.Thus,one of the purposes of penetration pricing is to:

A) recoup product development costs quickly.
B) discourage competitors from entering the market.
C) produce a large margin of profit per unit.
D) develop exclusive distribution.
E) attract the price-insensitive buyer who demands the latest in technology.

Question 58

A penetration pricing strategy tends to be most effective:

A) when demand is relatively inelastic.
B) under unitary conditions.
C) in price-sensitive markets.
D) when the company can only perform small production runs.
E) if unit costs are high.

Question 59

Penetration pricing means charging a relatively low price for a product as a way to reach the mass market.The low price is designed to capture a large share of a substantial market.Thus,penetration pricing:

A) tends to be more effective in a less price-sensitive market.
B) tempts competitors to enter the market.
C) provides a large profit per unit sold.
D) recoups product development costs quickly.
E) tends to lower production costs.

Question 60

Pharmacies are a new addition to Sam's Clubs.They could exert a greater influence on the marketplace for prescription drugs than their newness indicates.Sam's has a stated philosophy of marking up merchandise a maximum of 14 percent.When that philosophy is applied to prescription drugs,especially generics,warehouse club prices can be dramatically lower than those of conventional drugstores,supermarkets,or discount store pharmacies.Sam's is using a _____ strategy to convince consumers to use its pharmacies rather than its competitors.

A) penetration pricing
B) price-insensitive demand
C) price skimming
D) price elasticity
E) cost bundling

Question 61

_____ are cash refunds given for the purchase of a product during a specific period.

A) Rebates
B) Loss leaders
C) Reciprocal allowances
D) Demand discounts
E) Promotional allowances

Question 62

Hunter's Alley is a chain of stores targeted to people who are proud of their National Rifle Association memberships.It has agreed to set up a special display of Swartklip ammunition near its rifle and shotgun aisles,and also to run an advertisement in newspapers in communities where its stores are located.Swartklip has agreed to supply the display material free and to pay for half the cost of the advertisement.This is an example of a:

A) bundled pricing tactic.
B) functional discount.
C) promotional allowance.
D) quantity discount.
E) direct allowance.

Question 63

_____ occurs when a firm is customer driven and seeks to understand the attributes customers want in the goods and services they buy and the value of those attributes to customers.Thus,the price of the product is set at a level that seems to the customer to be a good price compared with the prices of other options.

A) Value-based pricing
B) Noncumulative pricing
C) CRM pricing
D) Market concept pricing
E) Price bundling

Question 64

A discount off the base price to customers who pay immediately,or within a specified time period,is called a:

A) functional discount.
B) quantity discount.
C) base discount.
D) cash discount.
E) promotional allowance.

Question 65

When a channel intermediary is compensated for the ordinary services and tasks performed within the channel of distribution,the compensation usually comes in the form of a discount from base price.This discount is called a:

A) seasonal discount.
B) promotional allowance.
C) cumulative or noncumulative quantity discount.
D) functional (or trade) discount.
E) rebate or refund.

Question 66

Apple's "Back to School" program offered students who purchased an iMac computer and an iPod Touch MP3 player a $250 refund.The $250 check was essentially a:

A) rebate.
B) reciprocal allowance.
C) cash discount.
D) functional discount.
E) trade promotion.

Question 67

Which type of quantity discount is a deduction from the list price that applies to a single order?

A) Base discount
B) Cumulative discount
C) Noncumulative discount
D) Cash discount
E) Functional discount

Question 68

Redline Editorial Services sent a $1,000 invoice to a customer for copyediting a booklet.According to the terms of the invoice,the customer would receive a 3 percent discount on the invoice price if the invoice was paid within 15 days.This is an example of a:

A) Quantity discount.
B) Cash discount.
C) Rebate.
D) Functional discount.
E) Promotional allowance.

Question 69

When the salesperson from Affiliated Food,Inc.,a grocery distributor,calls on a grocery store,she is authorized to offer a 15 percent discount from the list price in recognition of activities (such as unpacking items and stocking shelves)that retailers perform for the distributor.This 15 percent discount is a:

A) quantity discount.
B) promotional allowance.
C) functional discount.
D) seasonal discount.
E) channel allowance.

Question 70

All of the following are tactics for fine-tuning the base price EXCEPT:

A) functional discounts.
B) cash discounts.
C) rebates.
D) quality discounts.
E) quantity discounts.

Question 71

Ace Hardware's spring snow blower sale is an example of which of the following pricing tactics?

A) Quantity discount
B) Seasonal discount
C) Temporal discount
D) Promotional allowance
E) Functional discount

Question 72

Last year,a single infield box ticket for an Atlanta Braves baseball game cost $40,but fans who bought a season pass for the same seat got a reduced price.This $40 price was a _____ price.

A) base
B) zone
C) demand
D) channel leader
E) functional

Question 73

An Internet picture frame manufacturer offers retailers reduced prices on any combination of size or style frames purchased.The discount is shown as they shop and adjusted as the quantity of frames purchased increases.What common form of purchase discount is the frame manufacturer using?

A) Rebate
B) Cash discount
C) Quantity discount
D) Promotional allowance
E) Functional discount

Question 74

A(n)_____ discount is a deduction from list price that applies to the buyer's total purchases made during a specific period.

A) cumulative quantity
B) noncumulative quantitative
C) functional
D) cash
E) integrated

Question 75

With value-based pricing:

A) the firm is sales driven.
B) the firm is both customer driven and competitor driven.
C) increased profitability for wholesalers will increase the number of services they are willing to perform.
D) consumers are more concerned about price than quality.
E) additional long-term costs to manufacturers will increase.

Question 76

Quantity discounts are most often used to:

A) reward the buyer who pays in cash.
B) encourage buying in multiple units.
C) increase supply for a specific raw material.
D) reward a channel intermediary for performing some service.
E) shift the storage function backward to the supplier.

Question 77

A _____ is a price reduction that shifts the storage function forward to the purchaser and enables manufacturers to maintain steady production year-round.

A) functional discount
B) base allowance
C) promotional allowance
D) quantity discount
E) seasonal discount

Question 78

When a buyer pays a lower price for buying multiple units or above a specified dollar amount for a single order,the buyer is receiving a _____ discount.

A) promotional
B) quantity
C) frequent buyer
D) functional
E) cumulative

Question 79

After managers understand both the legal and the marketing consequences of price strategies,they should set a _____ price--the general level at which a company expects to sell a good or service.

A) functional
B) zone
C) demand
D) leader
E) base

Question 80

Toyota periodically offers customers _____,allowing purchasers to borrow money to pay for new cars without incurring an interest charge.

A) markdown money
B) zero percent financing
C) promotional allowances
D) make-up allowances
E) leader pricing reductions