To gain insights into price expectations for a new inpatient disease management offering, Health Informatics, a disguised name, a US producer of disease management solutions, asked its target customers questions including: 1) At what price do you perceive the system to be a bargain?; 2) At what price do you perceive the system as beginning to get expensive?; 3) At what price do you begin to perceive the system to expensive to buy? The results allowed the company to decide on a price fair to tar...

BPIR Categories

4.1.4 Develop & implement marketing strategy
3.2.1 Translate customer needs into product requirements
4.2.2 Negotiate terms
4.2.1 Manage sales & sell products & services

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