Author: Moira McCormick
In this article, the author examines nine common factors that often have significant influence on a buyer’s willingness to pay. Understanding these factors prior to new product release or buyer negotiations will enable companies to achieve their target price, as the author explains. Moira McCormick is an Account Manager at BlackCurve. BlackCurve provides software to price smarter for increased profitability. McCormick blogs weekly on the world of pricing at blog.blackcurve.com. Her passion is bringing together disparate data sources into a single easily digestible format.
The Pricing Advisor, December 2017
Willingness to pay (WTP) is the maximum amount an individual is willing to hand over to procure a product or service. The price of the transaction will thus be at a point somewhere between a buyer’s willingness to pay and a seller’s willingness to accept.
If a company understood customer willingness-to-pay before any negotiations commenced, they could develop strategies to realise that price during the negotiation. Salespeople rely on their experience and selling skills to draw out this information using historical data and value-based pricing methodologies to understand how a customer values their products.
1. PRICE VS QUALITY EFFECT
Buyers will be more willing to pay if they believe that a higher price signals higher quality.
2. UNIQUE VALUE EFFECT
If the buyer values the unique attributes of your product they will be more willing to make a purchase. In a nutshell they value your product above others in the marketplace.
3. EXPENDITURE EFFECT
Buyers are less willing to buy an item the higher the total expenditure, both in pounds and pence terms and as a percentage of their income and/or budget.
4. THE EFFECT OF CUSTOMER CHARACTERISTICS
Several pricing studies have found that customer characteristics may influence WTP. These differences in WTP may depend on demographic, psychographic, or behavioural characteristics. The demographic variables include age, sex, race, income, marital status, education, and geographical location as well as psychographic variables such as activities, interests, opinions and life-style.
5. ENVIRONMENTAL EFFECT
Macro environmental factors such as the overall state of the economy could influence customer willingness to pay. For example, in a down turn in the economy the customer’s willingness to pay may be lower as compared to a period when the economy is booming.
6. FASHION EFFECT
Fashions increase the demand for certain products and services and consequently increase the customer willingness to pay for those products.
7. FAIRNESS EFFECT
If the customer perceives the price to be fair in comparison to similar products on the market they will be more inclined to buy.
8. CUSTOMER RESEARCH EFFECT
If the buyer perceives that the current price is temporarily lower or higher than it will be in the future this will influence the timing of their purchase.
9. TWO-FOR-THE-PRICE-OF-ONE EFFECT
Or, 3 for 2 effect, etc. The buyer wants a bargain of course, to believe they are getting something for nothing. They are statistically less likely to buy a single item than a ‘bundle’ of items.
SOURCES
- http://thesocialmarketplace.org/toolkit/price/10-factors-that-affect-a-customers-willingness-to-pay
- The Strategy and Tactics of Pricing: A Guide to Growing More Profitably, 5th edition by Thomas Nagle, John Hogan, and Joseph Zale.
- http://freepatentsonline.com/article/Review-Business-Research17798355.html