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The Marketing Mix Price
Price – Elasticity of Demand…
Today you will know what elasticity of demand means.
You will understand how to calculate price elasticity of demand
You will be able to apply your understanding to the case study.
Price Recap… Price is the money paid when goods or
services are exchanged. It is the only part of the marketing mix that
generates revenue (product, promotion and place are all about marketing costs).
Setting the right price is therefore an important part of effective marketing.
Many consumers are concerned about the price of products and services; as a result businesses must make sure that the
price they charge is at a level that the consumers are prepared to pay.
Influences on Price…
Price is effected by many factors, these include:
Market Conditions i.e. what is happening to influences consumers
Business Objectives Production Costs Market Structure
i.e. level of competition Taxes and Subsidies Marketing Mix
Case Study: Influences on Price…
Less than four years after the new Mini was launched, German car maker BMW has announced £100m of new investment. The investment aims to raise output by 20%: production could exceed 200,000 cars by
2007, from 189,000 last year. The increase is in response to rapidly-rising demand and could help wipe out waiting lists.
Raised targets The ‘Mini’ brand was one of the few parts of the former Rover group to be retained by BMW following its
takeover in 1994. The ‘Mini’ was seen as a valuable brand by BMW and they developed the brand following the introduction of the new mini in 2001.
Since its launch during summer 2001, the new Mini has gone from strength to strength. Last year, almost one in six cars sold by the BMW group was a Mini. The company admits that the success of the brand came
despite some reservations from those in the industry. BMW’s decision to produce a new Mini was not received well initially. They said they would produce 100,000 Mini models a year at the Cowley factory, but
the target was quickly reached, then raised, time and time again. "The risk is that after they've invested massively in the brand, demand tapers off like it did with the new VW Beetle," said Brad Wernle, from Automotive News Europe. "Of course the day will come," Mr Reithofer of BMW said. "But we will have
ideas.”Holding value
The price of the car has also gone up. When it was launched, the cheapest Mini cost just more than £10,000. These days, buyers will have to fork out almost £11,000 to own a new Mini One, or even more for the Cooper S which costs up to £17,730. The Mini Convertible, which was launched last spring, costs up to
£15,690 for the top model, and there is even a waiting list. Second-hand Minis are not cheap either. A Mini One bought when the model was launched should still fetch
at least £8,000 for the cheapest model, while a used Cooper S is likely to be priced from £12,556, according to the-car buying website Parker's. The consumers' association Which operates with slightly different numbers, yet it confirms that the Mini Cooper 1.6 depreciates more slowly than any other car, other than the Mercedes Benz C180 SE and the BMW 1 Series 116i SE. Adapted from BBC News 16th
February 2005.
Analyse the factors that influence the price of the BMW Mini. (8 marks)
Factors that influence Demand
Other then price the following factors also have an impact on demand:
Income The Price of other goods Advertising Tastes and customs The Law Government Polices Changes in population Attitudes and information
Price ElasticityThis measures the responsiveness (or sensitivity) of
demand to a change in price
PED = % change in quantity demanded% Change in price
Elastic goods = an answer greater than 1, where demand will change with a price change
Inelastic goods = Less than 1, where demand is relatively unresponsive to a change in price
Unit elasticity = an elasticity of 1, any price change is cancelled out by the demand change
Example - A product increases its price from
£100 - £110 and demand falls from 200 units to 180 units
To calculate % change in price: Find 1% of £100 = 100/100 = 1 Find the change in price: £100 - £110 = -£10 The the divide the price change by the value of 1% to find out
how many % the price has changed by: 10 / 1 = 10%
Then do the same for demand: 1%: 200/100 = 2 Change in demand: 200 - 180 = 20 % change: 20 / 2 = 10%
Therefore using the equation PED = 10% / 10% = 1 (Unit elasticity)
Number of customers -
Demand
Selling price of the product
An illustration of Price Elasticity
A PRICE ELASTIC GOOD
Number of customers -
Demand
Selling price of the product
An illustration of Price Elasticity
A PRICE ELASTIC GOOD
Number of customers -
Demand
Selling price of the product
An illustration of Price Elasticity
Number of customers -
Demand
Selling price of the product
A PRICE INELASTIC GOOD
InterpretingPrice Elasticity of Demand
Since there is an inverse relationship between price and quality the result of any PEd calculation will be negative. As such the negative sign is ignored.
Therefore there are 3 possible outcomes:
Ped > 1 = Elastic Demand – Quantity changes more than price Ped = 1 = unitary elastic demand Ped = < 1 = inelastic demand – Quantity changes less than price
The effect of changes in price can have an impact on total revenue
too. Therefore it is not always profitable to increase price.
Elastic or Inelastic…
If demand is not sensitive to price (price inelastic) the business is likely to increase its price to increase revenue because the
increase in price leads to a smaller decrease in quantity demanded.
Goods are likely to be inelastic if: Only a small amount of income is spent on them i.e. milk There are few substitutes i.e. they are innovative products or they
are protected by patents They are addictive goods i.e. cigarettes They are heavily branded with a strong loyalty They are paid for by someone else i.e. business travel
If demand is sensitive to price (price elastic) the business will lower the price to increase revenue, because a lower price will
lead to larger quantities demanded.
Price Elasticity Activity
Based on your knowledge of Price Elasticity of Demand complete the questions below:
Question 1:If price decreases from 25p to 20p and the demand
changes in response from 200 to 220 units, what is the price elasticity?
Question 2:
If the price increases from £11 to £13 and the demand then changes in response from 76 to 52 units what is the price elasticity?
Question 1. A change of -5p = 25p/100 =0.25, -5p/0.25 = -20% change A change of 20 units = 200/100 = 2, 20/2 = 10% change
PED = 10/20 = (-) 0.5 (Inelastic)
Question 2. A change of £2 = £11/100 = 0.11, 2/0.11 = 18.2% A change of -24 units = 76/100 = 0.76, -24/0.76 = -31.6%
PED = 31.6 / 18.2 = (-) 1.7 (Elastic)
Price Elasticity ActivityAnswers
Price Elasticity Activity
Based on your knowledge of Price Elasticity of
Demand complete the worksheet on the
cinema in Southampton.
Total Marks = 38
Time = 30 minutes