BIT IC ACA 010 / REV 1 / 01-30-20

BIT International College

200 Gallares Street, Tagbilaran City, Bohol, Philippines
Tel. No. 411-4856(PLDT), 501-8640 (Globelines)

SYLLABUS
Issue Date Prepared by: Reviewed by: Approved by:

Revision Status RONALD C. CAINDAY DR. ZOSIMA L. REVITA, PhD MA. LILIBETH R. TAGA-AN, MSBA
Instructor VP on Academics Dean
Revision Date

DEPARTMENT : College of Business and Administration

COURSE CODE : MM 008
COURSE TITLE : Pricing Strategy
PRE-REQUISITE : MM 005 CO-REQUISITE : None CREDIT UNIT(S) : 3 Units
CLASS SCHEDULE : 3 hrs. per week

QUALITY POLICY, VISION, MISSION AND CORE VALUES

QUALITY POLICY. BIT International College is committed to providing EXCELLENCE in Administration & Teaching-Learning Environment & SERVICE to the community through a
dynamic quality management system.
Vision. Bastion of Intelligence, Technology, Innovation and Competence: A Ground Work to University Status
Mission. Building an Individual’s Tomorrow
Core Values. Benevolence, Industry, Trustworthy, Innovative, Competence

GRADUATE ATTRIBUTES OF A BIT IC’ian INSTITUTIONAL LEARNING OUTCOMES

a. Apply moral and ethical standards in leading others
Benevolent and committed to community b. Initiate the creation of, and participate actively in, community-oriented advocacies that contribute to community development and nation building
service
c. Apply ethical principles to evaluate advocacies
Industrious, motivated, and articulate d. Express ideas effectively using proper, polite, and technically correct language
communicator e. Initiate projects that make an impact on communities
f. Utilize technology at work with ease
Technology-literate
g. Continue to improve skills in using technology at work
h. Apply problem-solving skills
Innovative and critical thinker
i. Produce alternative solutions, processes, and approaches to problem-solving
j. Apply the standards and practices of their major or program of study
Competent, life- and career-skilled individual
k. Engage in continuing personal and professional development

STUDENT OUTCOMES
a) To familiarize the students with the basic terms, concepts, approaches, and problems of pricing description;
b) To introduce a framework, based on concepts drawn from cognitive psychology, economics, and industry organization to study pricing decisions;
 c) To provide and point to analytical tools that are useful for the understanding of the pricing process and for its successful creation, utilization, and management;
d) To provide you with an opportunity, through the group project, to make an independent assessment of the pricing strategy or tactics used by a company or industry of your
choosing;
e) To provide you with a forum, both written and oral, in which you may further develop your business communication skills and receive feedback from your peers and the instructor.
COURSE DESCRIPTION
Pricing is one of the most important decisions that businesses make in their efforts for profit maximization. The course is a foundation for effective pricing decisions by teaching key
economic, analytical, and behavioral concepts associated with costs, customer behavior, and competition. In addition, advanced pricing techniques that aim to create additional value are
introduced to the students.
COURSE LEARNING OUTCOMES
At the end of this course, students are expected to be able to:

CO1. Understand the key economic, analytical, and behavioral concepts associated with costs, customer behavior, and competition.
CO2. Understand and be able to apply advanced pricing techniques.
CO3. Comprehend and have a clear understanding of pricing strategies of different products, lifecycles, and companies.
CO4. Understand and analyze price strategies of competitors in indifferent market situations through case study scenarios.
References
R1: Dr. Marife Agustin-Acierto, DBA, LPT, FRI(Rs), CPME and Dr. Gilfred Abad Acierto, PhD, LPT, FrieDR

Course Evaluation Written Tests; Chapter Tests; Periodical Tests

Course Content Prelim: Introduction of Pricing Strategy
Midterm: Pricing Strategy
Semi-Final: Best Practices of Different Companies on Pricing Strategy
Finals: Suggestive Formulation of Pricing Strategy
Course Requirements First Office Test-Topics and Title, Statement of the Problem and Rationale (Lecture)
Prelim- (Lecture)
Midterm- (Reporting)
Semi-Finals- (Lecture)
Finals- (Lecture)
Grade Interpretation Prelim to Final
Chapter Test ---------- 35%
Periodical Test---------- 45%
Chapter Output--------- 20%

% Grade Letter Grade Descriptive Rating 5 Point Grading Remarks

90-100% A Excellent 1.0 Meets minimum competence with exceptional score
80-89 % B Very Good 1.5 Meets minimum competence with over and above average
score
70-79 % C Good 2.0 Meets minimum competence with above-average score
60-69 % D Satisfactory 2.5 Meets minimum competence with average score
50-59 % E Pass 3.0 Meets minimum competence
0-49 % F Fail 5.0 Does not meet the minimum competence
 Assessment
Week Topics Learning Objectives Methodologies
Tools
 The meaning of pricing is from the perspective of the buyer, seller, and society and the  Discussion
nature of the price.  Demonstration
1-7 Introduction of Pricing Strategy  Discuss the factors that influence Price Determination and the five steps in developing a  Practical Prelim
Price Strategy. exercises Examination
 Alternative pricing approaches are available to the manager.
● Discussion on how effective the absorption costing and transparent pricing  Group Discussion Midterm
● Understand the proper philosophy that should accompany all pricing strategies -such  Demonstration Examination
as being a fair trader as well as giving value and expecting fair value in return.  Practical
8-11 ● Comprehend the Alliance Pricing Strategy, complementary Pricing Strategy, and exercises
Pricing Strategy
Deceptive Reference Pricing
● Discussion of different pricing strategies
● Provide what strategic pricing requires.
● Discussion of why firms often struggle to implement and maintain pricing strategies.  Discussion Semi Final
● Explanation of the foundations to implement effective corporate pricing strategies.  Demonstration Examination
● Explanation of the diagnostic perception pricing and company pricing policies.  Practical
● Explanation of corporate pricing structures. exercises
● Describe pricing decision rights.
Best Practices of Different ● Evaluate the indicators that corporate pricing is not effective.
12-15
Companies on Pricing Strategy ● Discussion of using customer and process analytics as an input to pricing strategy.
● Discussion of using customer profitability maps as an input to pricing strategy.
● Explanation of using customer price banding maps as an input to pricing strategy.
● Explanation of using customer Promotional Markdown.
● Explanation/Discussion of the pricing game.
●Explanation/Discussion of common pricing misconceptions.
●Explanation/Discussion of pricing for competitive advantage.
● Explanation/Discussion of responding to competition.
● Explanation of what pricing structures., absorption costing, and transparent pricing,  Discussion Final
Suggestive Formulation of calculating break-even sales  Demonstration Examination
Pricing Strategy ● Discussion of how pricing structures support pricing strategy, dealing with perception of  Practical
16-18 fairness, discount volume strategy, escalator clauses, estimating cost, and demand exercises
curve.
● Explanation of industries and firms that use pricing structures effectively.
● Explanation of why pricing structures are often difficult to maintain.

RUBRICS FOR ORAL RECITATION

EXCELLENT (4) SATISFACTORY(3) GOOD(2) NEEDS IMPROVEMENT (1)
Includes only the most Includes important in the Includes some information from the Does not include important
CONTENT important information in formation of the article article, but may include ideas that are information or copied passages
 the article not as important
Well organized, reflects Organized, show an Some attempts of organization Poorly organized, confusing to the
ORGANIZATION the structure of the text awareness structure of the text reader
The summary was The summary was received 2 The summary was received 2 days The summary was received 3 or
TIMELINE received on the due date days late late more days late
All chapter is completed Most of the chapter is Some of the chapter was not Most of the chapter is not complete.
COMPLETION completed completed
RUBRICS FOR SKILLS EXERCISES
EXCELLENT (4) SATISFACTORY (3) GOOD (2) NEEDS IMPROVEMENT (1)

KNOWLEDGE Can perform the assigned Perform the assigned task, but Perform the assigned task, but 3 or 4 Can’t perform the assigned task
task very well 1 or 2 are mistakes are mistakes

TIMELINE Perform the assigned Perform the assigned task Perform the assigned task at the Perform the assigned task more
task earlier than 25 min. earlier than 30 min, but not allotted time (30 to 35 min.) than the allotted time
less than 25 min.
COMPLETION All the assigned tasks are 1 or 2 assigned tasks are not 3 or 4 assigned tasks are not 5 or more are not executed properly
executed very well executed properly executed properly
Available CM1 Syllabus
Course CM2 Manila Paper
Material CM3 Whiteboard and marker
CM4 Textbook
CM5 Visual Aids
CM6 Laptop
CM7 Projector
Other OP1 Attendance- 3 consecutive and 5 non-consecutive un-excused absences means drop
Policies OP2 Fifteen minutes late is considered absent
OP3 Examination will be given individually or in group
OP4 During the periodic test, strictly no admission, no test
OP5 Special examination will be given only two weeks after the scheduled final examination
OP6 No special exam for missed chapter tests unless there is a valid reason with a formal excuse letter signed by the parents/guardian.
OP7 Each group shall not exceed five members. The department head/dean/facilitator will be the one to identify the leaders and
members of the group
OP8 Any complaint regarding the behavior of group mates shall be put into writing and it will be acted upon
OP9 Removal examination will be given only two weeks after the scheduled final examination.