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| Functional accounts | حسابهای عملکردی | Accounting units which divide expenditures according to their purpose |
| Functional (trade) discounts | تخفیفات تجاری/عملکردی | Price concessions which compensate intermediaries for providing such services as storage, handling, and selling |
| Functional organisation | سازمان کارکردی | The organisation method which divides the marketing operation into groups according to their assigned tasks |
| Experience-curve pricing | قیمتگذاری بر اساس منحنی تجربه | A strategy that takes into account the costs of competing firms based on their experience in producing goods |
| Flexible pricing | قیمتگذاری منعطف | Charging different prices to different customers usually based on negotiations and bargaining; it is rare but not unknown in the USA in consumer marketing, but is more prevalent in organisational marketing |
| Customary pricing | قیمت گذاری متداول | Pricing that matches buyer’s expectations about the costs of certain items; prices reflect custom and tradition, and changes are infrequent |
| Fair trade | کسب و کار عادلانه / تجارت مشروع | The practice through which producers attempt to control the retail price of their products |
| Skimming | برداشت سریع پول از بازار /خامه کشی | A strategy that is characterized by a high initial prices and promotional expenditures; the intent is to “skim the cream” from the market before anyone else can serve it |
| Discretionary income | درامد احتیاطی / مازاد درامد پس از کسر اولویتهای پرداختی | The amount of personal income left after paying taxes, and after paying for necessities such as food, shelter, and clothing |
| Disposable income | درآمد در دسترس | The amount of personal income left after taxes |
| Downward-sloping demand, the law of | قانون شیب نزولی تقاضا | The law predicting that when the price of a good is raised , less of it is demanded |
| Upward-sloping supply, the law of | قانون شیب صعودی عرضه | The law stating that when the price of a good is raised (at the same time that all other things are held constant), more of it will be produced |
| Elastic demand | کشش تقاضا | A given percentage change in price results in a greater percentage change in the quantity Elasticity of demand / The degree to which the quantity produced and sold will increase in response to changes in price demanded |
| Uniform delivered pricing | قیمتگذاری بر اساس هزینه تحویل | Freight charges are added to the base price of the product such as that all buyers pay the same price regardless of their location |
| Price fixing | تثبیت قیمت | When competitors, through formal contracts or collusive actions, jointly agree upon prices |
| Warranty | وارانتی | The producer’s assurance that the product will meet buyers’ expectations or that buyers will be compensated in some way if the product fails to meet expectations |
| Penetration | نفوذ | Marketers set low initial prices in an attempt to capture mass markets |
| Price lining | قیمتگذاری در خط تولید | A manufacturer or retailer sets a limited number of prices for selected lines of products |
| Product line pricing | قیمتگذاری خط محصول | Setting the price steps between various products in a product line based on cost differences between the products, customer evaluations of different features, and competitors’ prices |
| Optional-product pricing | قیمتگذاری انتخابی محصول | The pricing of optional or accessory products along with a main product |
| Captive-product pricing | قیمتگذاری اجباری – ناخواسته محصول | Setting a price for products that must be used along with a main product, such as blades for a razor and film for a camera |
| By-product pricing | قیمتگذاری محصول فرعی- جانبی | Setting a price for by-products in order to make the main product’s price more competitive |
| Product bundle pricing | قیمتگذاری سبدکالا | Combining several products and offering the bundle at a reduced price |
| Discounts | تخفیف | The reduction from the list price to be paid by consumers which represents the revenue source for intermediaries |
| Cash discounts | تخفیفات نقدی | Price reductions given to buyers who pay for purchases within a stated period; they are not cash payments |
| Quantity discount | تخفیف مقداری | A price reduction to buyers who buy large volumes |
| Cumulative quantity discounts | تخفیف تجمیعی /تخفیف روی کل میزان خرید | A discount that applies to one buyer’s orders over a specified time-perhaps 6- or 12- month period |
| Functional discount | تخفیف عملکردی | A price reduction offered by the seller to trade channel members who perform certain functions such as selling, storing, and record keeping |
| Seasonal discounts | تخفیفات فصلی | Discounts granted to early or off-season buyers of products that have peak selling periods |
| Allowance | مستمری | Promotional money paid by manufacturers to retailers in return for an agreement to feature the manufacturer’s products in some way |
| Segmented pricing | دسته بندی قیمتی | Selling a product or service at two or more prices, where the difference in prices is not based on differences in costs |
| Psychological pricing | قیمتگذاری روانی | A pricing approach that considers the psychology of prices and not simply the economics; the price is used to say something about the product |
| Reference prices | قیمت مرجع | Prices that buyers carry in their minds and refer to when they look at a given product |
| Promotional pricing | قیمتگذاری مرتفیعی | Pricing that paves the way for a good old-fashioned sale; prices of selected items are lowered in an effort to attract customers |
| F.O.B. Pricing | قیمتگذاری بر اساس محصول روی عرشه کشتی | F.O.B. stands for “free on board” and is followed by the designation “factory” or “destination” to indicate at what point the buyer assumes freight costs and title to the product |
| Uniform-delivered pricing | قیمتگذاری بر اساس هزینه حمل و انبارداری / قیمتگذاری رویه ثابت تحویل | A geographical pricing strategy in which the company charges the same price plus freight to all customers, regardless of their location |
| Zone pricing | A geographical pricing strategy in which the company sets up two or more zones. All customers within a zone pay the same total price; the more distant the zone, the higher the price | |
| Basing-point pricing | A geographical pricing strategy in which the seller designates some city as a basing point and charges all customers the freight cost from that city to the customer location, regardless of the city from which the goods are actually shipped | |
| Freight-absorption pricing | A geographical pricing strategy in which the seller absorbs all or part of the actual freight charges in order to get the desired business | |
| Geografic pricing | Pricing decisions which account for who takes responsibility for transportation charges-the seller or the buyer | |
| Premiums | Gifts to paying customers; they are generally claimed through the mail by sending the marketer a number of proof-of-purchase labels or box tops | |
| Patronage reward | Cash or other award for the regular use of a certain company’s products or services | |
| Cents-off coupons | Coupons that offer buyers minor price reductions at the point of sale | |
| Premium price differential | The additional money consumers will pay for the augmented product | |
| Promotional discounts | Discounts for encouraging promotion and sales efforts by intermediaries | |
| Bonus packs | Special packaging that provides consumers with extra quantity of merchandise at no extra charge over the regular price | |
| Prestige pricing | When the seller internationally sets prices at levels high enough to connote an image of quality status | |
| Multiple-unit pricing | A form of promotional pricing where the product is priced for more than one unit, such “as two for one” sale | |
| Predatory pricing | The practice by which large firms set extremely low prices in an effort to undercut small competitors and drive them out of business | |
| Price discrimination | Selling the same product to different customers for different price | |
| Non-cumulative quantity discounts | Price concessions based on quantity ordered on each individual sale |