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The Objective Of Differential Pricing

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Answer: The objective of differential pricing is to charge different customers different prices based on price sensitivity (Simchi-Levi, Kaminsky, & Simchi-Levi, 2007). And charging different prices to different customers have become a common practice among companies. This especially holds true with airline industry, electric utilities, university tuition fee, etc. And there are conditions that must be met for the differential pricing to work. Firstly, companies offering differential pricing must be able to segment the market by the elasticity of demand and they should be able to enforce the scheme on to the customers. Industries have adopted various strategies for differential pricing which are described below: a. Group Pricing: Often we see companies offer discounts to members of a specific group. Simple examples that can be looked at are discounts that are being offered at book stores to students, instructors, or members of the literary society. Prices may be differentiated based on age (children under certain age or senior citizens), sex of the customer, the military status, memberships in certain organization, functional or occupational categories of buyers, and location of the customers. Example: Food Stamps are given to households who meet gross and net income test. The age criteria and the citizenship status are among other criteria that help the social welfare to decide on the food stamps that are given away. Benefits: • The desire to gain and maintain customer

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