Recent Trends and Emerging Practices in Retailer Pricing Chapter uri icon


  • 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. 2006 Springer Berlin Heidelberg.

author list (cited authors)

  • Bolton, R. N., Shankar, V., & Montoya, D. Y.

citation count

  • 15

complete list of authors

  • Bolton, Ruth N||Shankar, Venkatesh||Montoya, Detra Y

Book Title

  • Retailing in the 21st Century

publication date

  • December 2006