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Pretul, instrument de marketing

Tags: strategii, marketing, pret, profit, cumparatori

Pretul este una din cele mai importante variabile ale mixului de marketing, care are cea mai mare influenta in activitatea economica, deoarece afecteaza nemijlocit si prompt urmatoarele: profitul, volumul vanzarilor, cota de piata si pozitia pe piata.
 De aceea exista nenumarate strategii folosite de specialisti pentru a atrage cumparatorii. De exemplu, produsele care afiseaza preturi ce se termina in ,99. Exista o explicatie. 
 
Potrivit profesorului de marketing Eric Anderson, din cadrul Northwestern University, si a profesorului Duncan Simester, de la Sloan School of Management din cadrul M.I.T, retailerii isi rezerva anumite preturi care se termina in 9 sau 99 pentru produsele aflate in perioada de reduceri. In schimb, preturile celorlalte haine au cifre rotunde pentru a nu fi confundate cu produse de calitate mai slaba.
 
Majoritatea clientilor reactioneaza pozitiv la aceasta strategie, un pret de 9,99 de dolari fiind mai atragator decat unul de 10 dolari, pentru ca, teoretic, ii ajuta sa economiseasca bani. 
 
S-a dovedit insa ca cifra 9 este magica si nu doar pentru preturile care scad, ci si pentru cele care urca. Spre exemplu, cei doi profesori de marketing spun ca, intr-un caz, doar simpla modificare a pretului unei rochii de la 34 de dolari la 39 de dolari a facut ca vanzarile sa creasca. 
 
Exista si un mit despre cum au inceput sa fie folosite preturile care se termina in 9. Strategia a debutat in 1876 la sugestia lui Melville E. Stone, in Chicago. Acesta avea un ziar, Chicago Daily News, care nu se vindea bine. Asa ca a decis sa coboare pretul la doar 1 penny pentru a impulsiona vanzarile. Exista insa o problema: nu erau suficiente monede de 1 penny in circulatie, iar comerciantii nu puteau da rest, daca preturile nu erau rotunjite. Stone a convins mai multi comercianti sa afiseze preturi care se termina in 9 pentru a avea vanzari mai mari. Planul sau a mers. 
 
Folosirea la scara larga a preturilor care se termina in 9 a inceput in anii '20. Insa si atunci multe preturi se terminau in 95 in loc de 99. Adevarata explozie a preturilor terminate in 9 a inceput in anii '80, cand s-a declansat un razboi al preturilor intre marii retaileri americani aflati in plina expansiune. 
 
Acum, si Apple are tot mai multe aplicatii platite din App Store care costa 99 de centi, in loc de un dolar.


 
Autor: Alina Negrutiu


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