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DEVELOPING PRICING STRATEGIES AND PROGRAMS | CHAPTER 14 403

fees for overdue payments at lower balance thresholds, and inactivity
fees for not using cards.
This explosion of fees has a number of implications. Given that list
prices stay fixed, they may understate inflation.They also make it harder
Marketing InsightInsight
Marketin g for consumers to compare competitive offerings. Although various citi-
zens’ groups have tried to pressure companies to roll back some of
these fees, they don’t always get a sympathetic ear from state and local
governments, which have been guilty of using their own array of fees,
fines, and penalties to raise necessary revenue.
Stealth Price Increases Companies justify the extra fees as the only fair and viable way to
cover expenses without losing customers. Many argue that it makes sense
With consumers resisting higher prices, companies are trying to figure to charge a premium for added services that cost more to provide, rather
out how to increase revenue without really raising prices. They often re- than charging all customers the same amount whether or not they use the
sort to adding fees for once-free features. Although some consumers extra service. Breaking out charges and fees according to the related ser-
abhor “nickel-and-dime” pricing strategies, small additional charges vices is a way to keep basic costs low.Companies also use fees as a means
can add up to a substantial source of revenue. to weed out unprofitable customers or get them to change their behavior.
The numbers can be staggering. The telecommunications industry Ultimately, the viability of extra fees will be decided in the market-
has been aggressive at adding fees for setup, change-of-service, ser- place, and by the willingness of consumers to vote with their wallets and
vice termination, directory assistance, regulatory assessment, number pay the fees, or vote with their feet and move on.
portability, and cable hookup and equipment, costing consumers billions
of dollars. Fees for consumers who pay bills online, bounce checks, or
Sources: Alexis Leondis and Jeff Plungis, “The Latest Credit Card Tricks,”
use automated teller machines bring banks billions of dollars annually. Bloomberg BusinessWeek, December 28, 2009 & January 4, 2010, p. 95; Brian
When credit card companies were faced with a set of reforms in Burnsed, “A New Front in the Credit Card Wars,” BusinessWeek, November 9,
2009 to some of their most reviled practices—including abrupt interest 2009, p. 60; Kathy Chu, “Credit Card Fees Can Suck You In,” USA Today,
December 15, 2006; Michael Arndt, “Fees! Fees! Fees!” BusinessWeek,
rate changes and late payment fees—they responded with new ways to September 29, 2003, pp. 99–104; “The Price Is Wrong,” Economist, May 25,
raise revenue, such as rate floors for variable rate cards, higher penalty 2002, pp. 59–60.

GAIN-AND-RISK-SHARING PRICING Buyers may resist accepting a seller’s proposal
because of a high perceived level of risk. The seller has the option of offering to absorb part or all
the risk if it does not deliver the full promised value. Some recent risk-sharing applications include
big computer hardware purchases and health plans for big unions.
Baxter Healthcare, a leading medical products firm, was able to secure a contract for an information
management system from Columbia/HCA,a leading health care provider,by guaranteeing the firm sev-
eral million dollars in savings over an eight-year period.An increasing number of companies, especially
business marketers who promise great savings with their equipment,may have to stand ready to guaran-
tee the promised savings but also participate in the upside if the gains are much greater than expected.

IMPACT OF PRICE ON OTHER PARTIES How will distributors and dealers feel about the
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contemplated price? If they don’t make enough profit, they may choose not to bring the product
to market. Will the sales force be willing to sell at that price? How will competitors react? Will
suppliers raise their prices when they see the company’s price? Will the government intervene and
prevent this price from being charged?
U.S. legislation states that sellers must set prices without talking to competitors: Price-fixing is
illegal. Many federal and state statutes protect consumers against deceptive pricing practices. For
example, it is illegal for a company to set artificially high “regular” prices, then announce a “sale” at
prices close to previous everyday prices.

Adapting the Price

Companies usually do not set a single price but rather develop a pricing structure that reflects vari-
ations in geographical demand and costs, market-segment requirements, purchase timing, order
levels, delivery frequency, guarantees, service contracts, and other factors. As a result of discounts,
allowances, and promotional support, a company rarely realizes the same profit from each unit of a