Scenario 21.2
Use the following to answer the questions.
Glenwood Pet Hospital is considering implementing a new pricing strategy for its veterinarian services.After reviewing the previous three years' revenue,Glenwood finds that most of its customers bring their pets in for the required annual vaccinations and then only if the animal is ill.Glenwood's objective is to generate more income per customer on an annual basis.The hospital has previously priced its services by charging a flat fee for the office visit,a fee for each vaccine,and a fee for each type of examination beyond the basic office visit.Most customers pay the flat office fee and a fee for a rabies vaccine.Glenwood is now considering a new plan where the pet owner would pay one fee that would cover an office visit,the required rabies vaccine,and additional vaccines that prevent heartworm,kennel-cough,and fleas.Glenwood hopes to encourage the pet owners to view their pet's health as part of a prevention program,rather than a one-time annual visit.
-Refer to Scenario 21.2.Glenwood's closest competitor,The Hearthstone Pet Hospital,currently charges $60 for each basic office visit.If Glenwood were to price its basic office visit at $45,it would most likely be employing which of the following?
A)customary pricing.
B)penetration pricing.
C)prestige pricing.
D)price skimming.
E)cost-based pricing.

Question

Quizplus · Accepted Answer

By pricing the basic office visit lower than the closest competitor, Glenwood would be employing penetration pricing, which is a strategy used to gain market share by offering lower prices than competitors. This strategy may encourage customers to switch to Glenwood, and once they see the value in the preventative care package, they may continue to use the services at full price in the future.

Scenario 21.2 Use the Following to Answer the Questions