Recent trends and emerging practices in retailer pricing

Ruth Bolton, Venkatesh Shankar, Detra Y. Montoya

Research output: Chapter in Book/Report/Conference proceedingChapter

17 Scopus citations


Summary: The retail landscape is being significantly altered by retail consolidations, changes in manufacturers' practices, advances in technology, and the emergence of e-tailing. In this new retailing environment, there is a renewed emphasis on profitable pricing strategies. We have described the effects of these trends on retailer pricing and analyzed successful pricing strategies, which point to the increasing use of customized pricing practice. A customized retailer pricing strategy based on a six-step pricing architecture might be useful for retailers. In the future, we anticipate a movement away from heavy trade allowances, increased customization to local conditions, greater pricing flexibility, and more multi-channel consistency of retailer pricing.

Original languageEnglish (US)
Title of host publicationRetailing in the 21st Century
Subtitle of host publicationCurrent and Future Trends
PublisherSpringer Berlin Heidelberg
Number of pages15
ISBN (Print)3540283994, 9783540283997
StatePublished - 2006

ASJC Scopus subject areas

  • Economics, Econometrics and Finance(all)
  • Business, Management and Accounting(all)


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