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factors influencing international pricing
competition
pricing objective
price escalation
pricing controls
target customer
setting regular prices factor
how much a customer is willing to pay
company's profit targets
skimming
setting higher prices for a product in the early stages in order to maximize profit potential
penetration
setting lower or more competitive prices for an item in order to gain sales in a new market
approaches to lessening price escalation
lower cost of goods - manufacture in third world country
lower tariffs - repackaging
lower distribution costs - reduce middlemen
use free trade zones - establish FTZs or ports
use price dumping - selling a product at a lower price than it would go for in the home country
countertrade
barter - direct exchange of goods between two parties
compensation deals - involve payment of goods and cash
counter purchase or offset trade - two contracts are negotiated
product buyback - company promises to buy back some products produced in its subsidiaries
conditions for countertrade
successful countertrade transactions require the marketer to:
-accurately establish the market value of the goods
-dispose of the bartered goods once they are received
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