11.
还有一篇说的是企业的营销价格策略，提出新的skimming strategy 就是推出新产品是价格要高一点，然后再逐步降价，这种方法不是追求长远的回报但是有些情况下更有效
pricing strategies - skimming
定义： The practice of ‘price skimming’ involves charging a relatively high price for a short time where a new, innovative, or much-improved product is launched onto a market.
Price SkimmingPrice skimming is a pricing strategy in which a marketer sets a relatively high price for a product or service at first, then lowers the price over time. It is a temporal version of price discrimination/yield management. It allows the firm to recover its sunk costs quickly before competition steps in and lowers the market price.
The objective with skimming is to “skim” off customers who are willing to pay more to have the product sooner; prices are lowered later when demand from the “early adopters” falls.
Price skimming is sometimes referred to as riding down the demand curve. The objective of a price skimming strategy is to capture the consumer surplus If this is done successfully, then theoretically no customer will pay less for the product than the maximum they are willing to pay. In practice it is impossible for a firm to capture all of this surplus.
成功因素： The success of a price-skimming strategy is largely dependent on the inelasticity （无弹性）of demand for the product either by the market as a whole, or by certain market segments.
High prices can be enjoyed in the short term where demand is relatively inelastic. In the short term the supplier benefits from ‘monopoly profits’, but as profitability increases, competing suppliers are likely to be attracted to the market (depending on the barriers to entry in the market) and the price will fall as competition increases.
The main objective of employing a price-skimming strategy is, therefore, to benefit from high short-term profits (due to the newness of the product) and from effective market segmentation.
There are several advantages of price skimming
• Where a highly innovative product is launched, research and development costs are likely to be high, as are the costs of introducing the product to the market via promotion, advertising etc. In such cases, the practice of price-skimming allows for some return on the set-up costs
• By charging high prices initially, a company can build a high-quality image for its product. Charging initial high prices allows the firm the luxury of reducing them when the threat of competition arrives. By contrast, a lower initial price would be difficult to increase without risking the loss of sales volume
• Skimming can be an effective strategy in segmenting the market. A firm can divide the market into a number of segments and reduce the price at different stages in each, thus acquiring maximum profit from each segment
• Where a product is distributed via dealers, the practice of price-skimming is very popular, since high prices for the supplier are translated into high mark-ups for the dealer
• For ‘conspicuous’ or ‘prestige goods’, the practice of price skimming can be particularly successful, since the buyer tends to be more ‘prestige’ conscious than price conscious. Similarly, where the quality differences between competing brands is perceived to be large, or for offerings where such differences are not easily judged, the skimming strategy can work well. An example of the latter would be for the manufacturers of ‘designer-label’ clothing.
Limitations of Price Skimming
There are several potential problems with this strategy.
It is effective only when the firm is facing an inelastic demand curve. If the long run demand schedule is elastic (as in the diagram to the left), market equilibrium will be achieved by quantity changes rather than price changes. Penetration pricing is a more suitable strategy in this case. Price changes by any one firm will be matched by other firms resulting in a rapid growth in industry volume. Dominant market share will typically be obtained by a low cost producer that pursues a penetration strategy.
A price skimmer must be careful with the law. Price discrimination is illegal in many jurisdictions, but yield（产量） management is not. Price skimming can be considered either a form of price discrimination or a form of yield management. Price discrimination uses market characteristics (such as price elasticity) to adjust prices, whereas yield management uses product characteristics. Marketers see this legal distinction as quaint since in almost all cases market characteristics correlate highly with product characteristics. If using a skimming strategy, a marketer must speak and think in terms of product characteristics in order to stay on the right side of the law.
The inventory turn rate can be very low for skimmed products. This could cause problems for the manufacturer's distribution chain. It may be necessary to give retailers higher margins to convince them to enthusiastically handle the product.
Skimming encourages the entry of competitors. When other firms see the high margins available in the industry, they will quickly enter.
Skimming results in a slow rate of stuff diffusion and adaptation. This results in a high level of untapped（未使用的） demand. This gives competitors time to either imitate the product or leap frog it with a new innovation. If competitors do this, the window of opportunity will have been lost.
The manufacturer could develop negative publicity if they lower the price too fast and without significant product changes. Some early purchasers will feel they have been ripped-off. They will feel it would have been better to wait and purchase the product at a much lower price. This negative sentiment will be transferred to the brand and the company as a whole.
High margins may make the firm inefficient. There will be no incentive to keep costs under control. Inefficient practices will become established making it difficult to compete on value or price.
[old version1- May, 2006]
说是与传统销售不同的两种销售tactic。1)Skimming sales ；2)penetrating sales. Skiming 是短期用来尽量卖高价，然后随着市场的变动再降价。因为好像主要是利润不大确定，为了短期内收回成本，所以开始定高价； penetrating是为了占据市场，而是价格不定那么高
然后说两者的应用
第三段：随着现在销售模式的变化（有题），更多的人采用skimming
其中有第一题和第三题（题号熟悉有些不确定）应该都是定位第三段，第三题应该是一道关于"inferior product" inference，偶是对对第三段的superior product取非
[old version 2-Jun, 2006]
销售的tactic，一个是skimming sales（对于high profile得产品要高价出市场一个是penetrating sales（扩大市场share）.
市场定价两种策略的题目，不难。
是讲商品定价的两种策略。第一种是采用制定高价策略， 争取在最短的时间内获得最大的收益。第二种是采用制定低价策略，争取在最短的时间内获得最大市场份额，然后随着产量的提高，降低生产成本。文章指出，随着新产品不断的推出， 产品周期越来越短， 所以应该采用制定高价策略
历年
[版本一]第一段说现在越来越多的新商品是使用可变价格的定价策略,而不是像以前一样是stable prize. 可变价格策略分为两种,第一种是新产品刚面市时能定多高定多高,先赚一笔再降价.第二种是直接把价格定得低,通过长期的薄利多销把钱赚回来
第二段分析现在的市场适合用第一种定价策略.因为大部分产品都没什么前景可言.而且短时间内得到大笔收入可以补偿研发的成本
[版本二]：第一段: describe two pricing strategy: skimming and penetration
第二段: recomand the skimming strategy
skimming and penetration
第一段就是介绍撇脂定价法与渗透定价。前者是定高价，实现最大利润为目标，后者是定低价，实现最大销量为目标。第二段,作者推荐skimming这个定价法,因为penetration这个定价法所追求的长期目标,即increase market share and sales volume,是无法实现的
[版本三]说是与传统销售不同的两种销售tactic。1)Skimming sales ；2)penetrating sales. Skiming 是短期用来尽量卖高价，然后随着市场的变动再降价。因为好像主要是利润不大确定，为了短期内收回成本，所以开始定高价； penetrating是为了占据市场，而是价格不定那么高然后说两者的应用
第三段：随着现在销售模式的变化（有题），更多的人采用skimming
其中有第一题和第三题（题号熟悉有些不确定）应该都是定位第三段，第三题应该是一道关于"inferior product" inference，偶是对对第三段的superior product取非
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发表于 2009-5-5 17:06:00
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