TITLE:
Using Relative Utility Pricing to Explain Multibuy Prices in Supermarkets and on the Internet
AUTHORS:
Philip Thomas, Alec Chrystal
KEYWORDS:
Relative Utility Pricing; RUP; Packs of Different Sizes; Pricing Strategies; Product Differentiation; Utility Theory
JOURNAL NAME:
American Journal of Industrial and Business Management,
Vol.3 No.8,
December
23,
2013
ABSTRACT: The Relative Utility Pricing (RUP)
model is used to explain the prices for commodities being sold in supermarkets
and on the internet. Grocery prices offered by the supermarkets, Tesco,
Sainsbury and Waitrose in December 2009 and August 2013, are considered, as
well as the prices of electronic items offered by Amazon on the internet at the
same dates. The observed price for a pack can be given an explanation in terms
of its size relative to the smallest pack considered by the customer (the
baseline pack), the price and variable cost associated with the baseline pack
and the demand density. The optimal price may be predicted using a profit
maximising calculation if these data are available. Even if the vendor’s
knowledge of the demand density is poor or non-existent, it is still possible
for a vendor knowing his unit variable cost to calculate a useful approximation
to the profit-maximising price by using a uniform or Rectangular demand density
to represent customer demand. Alternatively, if there are no independent data
on the demand density but the prices of the packs are available, it is possible
to determine the approximate shape of the demand density leading to those
prices. This demand density will then indicate whether the demand is soft or
hard, with the Rectangular distribution indicating a neutral market. We consider the vendor to be a large
retailer, such as a supermarket, who can obtain the product that he wishes to sell from a variety of
suppliers at constant per-unit variable cost and hence marginal cost. Any sales
at a price above marginal cost will contribute to profit. The RUP model
provides an approximate match to the prices observed for supermarket milk and
eggs by adjusting the demand density. A softening of the market for farm retail
commodities is revealed between December 2009 and August 2013, fully consistent
with the coincident long period of low growth and falling real wages in the UK
economy. It is shown how the vendor may use product differentiation to buck
this trend. The RUP model explains also the current prices of USB memory
sticks, how those prices have evolved and how they are likely to evolve over
time.