Full-cost pricing is a widespread practice despite its lack of theoretical support as a profit-maximizing procedure. Previous research on the optimality of full-cost pricing (i.e., its ability to provide profit-maximizing prices) has produced contrasting results. In this paper we discuss the optimality of full-cost pricing through a numerical experiment controlling two factors that may explain some of the inconsistencies in previous studies: the dynamics of the pricing mechanisms and the level of demand variability. We show that, while with static demand full-cost pricing entails virtually no economic loss, the introduction of demand variability means that economic loss increases with variability. The worsening effect on performances of a trend in demand is also discussed. Finally, tactical and list pricing are compared in their ability to cope with frequent demand changes; the results show that the ability of full-cost pricing in driving pricing toward optimal decision is not confirmed when the issue of continuous adjustments to demand is considered.

The optimality of full-cost pricing: a simulation analysis of the price-adjustment dynamics / Coller, Graziano; Collini, Paolo. - In: JOURNAL OF MANAGEMENT CONTROL. - ISSN 2191-4761. - STAMPA. - 2015:(2015). [10.1007/s00187-015-0212-3]

The optimality of full-cost pricing: a simulation analysis of the price-adjustment dynamics

Coller, Graziano;Collini, Paolo
2015-01-01

Abstract

Full-cost pricing is a widespread practice despite its lack of theoretical support as a profit-maximizing procedure. Previous research on the optimality of full-cost pricing (i.e., its ability to provide profit-maximizing prices) has produced contrasting results. In this paper we discuss the optimality of full-cost pricing through a numerical experiment controlling two factors that may explain some of the inconsistencies in previous studies: the dynamics of the pricing mechanisms and the level of demand variability. We show that, while with static demand full-cost pricing entails virtually no economic loss, the introduction of demand variability means that economic loss increases with variability. The worsening effect on performances of a trend in demand is also discussed. Finally, tactical and list pricing are compared in their ability to cope with frequent demand changes; the results show that the ability of full-cost pricing in driving pricing toward optimal decision is not confirmed when the issue of continuous adjustments to demand is considered.
2015
Coller, Graziano; Collini, Paolo
The optimality of full-cost pricing: a simulation analysis of the price-adjustment dynamics / Coller, Graziano; Collini, Paolo. - In: JOURNAL OF MANAGEMENT CONTROL. - ISSN 2191-4761. - STAMPA. - 2015:(2015). [10.1007/s00187-015-0212-3]
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Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/11572/116854
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