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Chapter 3: Capturing Customer Value: Price to Exchange Back To Chapter

3.1: Price and Exchange

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Price and Exchange

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3.2: The 5 c's of Pricing

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Traditionally, price refers to the monetary value the customer pays for a product or service.

But, a consumer also spends time and effort searching for information and evaluating the brands online or offline before purchasing.

The consumer might also travel long distances to purchase branded furniture.

In these contexts, price is the total sacrifice the consumer makes to purchase.

It includes the monetary cost and non-monetary aspects like time, effort, feedback, and advocacy exchanged for the purchase.

As a result, businesses must understand the importance of the value customers perceive in the overall exchange.

For instance, when customers buy an Apple iPhone, the perceived value extends beyond functionality to include status and Apple's ecosystem.

In a separate scenario, a consumer short of butter while cooking would choose a costlier convenience store nearby over a distant discount store.

Here, the value is the time saved, which holds greater significance than the higher cost.

Customers perceive value when a product or service's benefits, whether functional, emotional, or social, exceed their overall price.

3.1: Price and Exchange

The concept of price in marketing has significantly evolved over the years. Traditionally, price was viewed merely as a monetary amount customers pay for a product or service. Now, the concept of price extends beyond this simplistic view.
It is not just about how much money customers have to part with but about what they get in return. Customers will pay higher prices if they perceive they are getting superior value. This value might come in better quality, enhanced features, exceptional service, or even a unique brand image that aligns with their identity.
The emergence of value-based pricing strategies further underscores the shift towards a more customer-centric approach. Rather than basing prices solely on production costs or market averages, businesses are now looking at the perceived value of their offerings from the customers' perspective. They seek to understand what aspects of their product or service customers value most and are pricing accordingly.
The evolving concept of price in marketing emphasizes a value exchange. It is about striking a balance where businesses can achieve profitable returns while customers feel satisfied that the price they are paying is justified by the value they are receiving.

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