MIT Sloan Management Review

Marketing

Capture and Communicate Value in the Pricing of Services

By Leonard L. Berry and Manjit S. Yadav

July 15, 1996

WIDESPREAD PRICING MISMANAGEMENT PLAGUES SERVICE INDUSTRIES BECAUSE TOO MANY SERVICES MARKETERS IGNORE THE SPECIAL CHALLENGES of pricing intangible products. The authors discuss the implications of this kind of pricing in today’s highly competitive conditions and offer a framework that reconciles the implications with customers’ quest for value. Three distinct but related strategies for services pricing — satisfaction-based pricing, relationship pricing, and efficiency pricing — can help services marketers capture and communicate value through their pricing.

The pricing of services in the United States is a mess. Consider these examples:

  • In 1992, Congress enacted the Cable Act to rein in prices in the cable television industry. This legislation, prompted by widespread consumer dissatisfaction with price increases and poor service, gave broad regulatory powers to the Federal Communications Commission and local communities. Although the sweeping 1996 telecommunications bill phases out price regulation for cable television beyond a basic “broadcast tier,” concerns persist about whether the industry can be trusted with pricing freedom. By 1994, two years after the Cable Act had been enacted, the FCC had received 10,600 complaints dealing with cable rates.1
  • In 1994, a Gallup survey of 1,000 bank customers found that 49 percent believed that bank fees were too high. Moreover, 20 percent indicated that they had changed banks recently, primarily because of poor customer service, followed closely by fees and interest rates.2
  • In 1990, a Maritz Marketing Research national consumer poll indicated that 61 percent of the respondents thought the automobile insurance industry needed more regulation to ensure fair practices and prices. Subsequent research shows that many automobile insurance customers believe they are being ripped off and resent what they perceive to be price gouging and false promotional promises.3 In 1988, California voters approved the controversial Proposition 103, which regulates pricing... To read the complete article, login or sign-up using the form below.

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