The purpose of this module is to introduce the student to the variety of approaches to making pricing decisions, the forces that impact upon the price setting process and the relationship between costs, value and prices in setting budgets in dynamic market conditions.

- Pricing from different business perspectives
- Cost considerations in pricing
- Fixed and Variable costs and Break-Even analysis
- Budgeting and Standard Costing
- Cost, price and value
- Factors affecting price setting
- Pricing methods
- Pricing strategies
- Pricing tactics
- Developing and implementing Pricing plans

The learning strategy for this module requires students to commit 150 learning hours (including assessment). This will include 12 hours of class support, delivered during two 6 hour study days. The first day will introduce the subject and explore aspects of the module content and the summative assessment. The second day will provide the opportunity to examine aspects of the subject in more depth and clarify any issues arising from the assessment brief.

In the 138 hours of independent and self directed study students are expected to engage with the learning material on the module website, undertake additional research / reading, undertake formative tasks to reinforce the learning, relate the subject to their your workplace, have contact with their Tutor / Mentor and prepare coursework assignments.

The class sessions will include formal lectures, case study analysis and group discussions based on student experiences in the subject area. Students will be encouraged to integrate their work based experiences with new knowledge and skills developed in the classroom as the module progresses.

Blackboard website
University Campus Library
Off-campus, on-line library resources
www.cim.co.uk (Chartered Institute of Marketing)
www.ismm.co.uk (Institute of Sales and Marketing Management)
Trade and Professional Journals

Brassington, F., & Pettitt, S., (2007) Essentials of Marketing (2nd Edition) Prentice Hall/FT
Dolan, R. J. & Herrman, S., (1996) Power Pricing; How Managing Price Transforms the Bottom Line N. Y. The Free Press
Jobber, D. (2009) Principles and Practice of Marketing Harlow, Pearson Education
Jobber, D. & Lancaster, G. (2009) Selling and Sales Management 8th ed., Harlow, Pearson Education
Palmer, A., (2004) Introduction to Marketing Oxford University Press
Rogers, B. (2007) Rethinking Sales Management: a Strategic Guide for Practitioners John Wiley and Sons
Atrill, A., & McLaney E (2007) Financial Accounting for Decision Makers 5th Edition, Pearson, England
Dyson, J. (2007) Accounting for Non-Accounting Students 7th Edition, Pearson Education, England
Weetman, P. (2006) Financial and Management Accounting: an Introduction 4th Edition, Pearson, England

An individual budgetary report (1,500 words) (100%) for the senior management of the student's own organisation on a proposal to launch a new product in a designated market. The report should provide full details of associated costs, pricing strategies and an outline sales budget for the first 3 years of introduction. (Learning Outcomes 1-3)