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A Comparative Study on how different pricing methods affect consumer purchasing Behavior

  • As the service industry continues to grow in all aspects it is becoming clearer that as consumers have more options companies have to find different ways to distinguish themselves from their competition. One of the ways to do this is pricing, although some firms are still using old forms of pricing most are now gravitating towards newer more unconventional methods. The purpose of this research was to analyze different pricing strategies and how they affect consumer purchasing behavior. The study looked at new forms of pricing such as Pay what you want, more conventional pricing in the service industry which was Dynamic pricing and a controversial form of pricing which was partitioned pricing. This thesis contains 6 chapters. The first chapter will be an introduction and literature review, Chapter 2, 3 and 4 will represent the different pricing mechanisms respectively Chapter 5 will compare and summarize the pricing strategies and Chapter 6 will provide the conclusion and limitations This Thesis comes to the conclusion that different pricing strategies invoke different behavioral characteristics in consumers. Pricing strategies can either affect consumer behavior negatively or positively. Pay what you want pricing influences consumer behavior the most in a positive way whilst Partitioned pricing will cause increase consumers’ willingness to purchase a service. Traditional methods such as dynamic pricing affect consumer behavior to a lesser degree. In comparison with the other forms of pricing does not affect consumer behavior positively.

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Author:Gamuchirai Motsi
Advisor:Marc Peter Radke
Document Type:Bachelor Thesis
Year of Completion:2018
Granting Institution:Hochschule Furtwangen
Date of final exam:2018/07/28
Release Date:2018/07/25
Tag:Consumer behaviour; Pricing
Page Number:51
Degree Program:IBM - International Business Management
Functional area:Marketing
Licence (German):License LogoUrheberrechtlich geschützt