What is Price Sensitivity?
Price sensitivity is the degree to which customers are responsive to changes in the price of a product or service. It measures how much the quantity demanded of a product or service will change in response to a change in its price.
Customers with high price sensitivity are likely to be more responsive to changes in price and may be more likely to switch to a competitor’s product or service if the price of the one they currently use increases.
In contrast, when customers are less sensitive to price, changes in price are less likely to have a significant impact on demand.
Price sensitivity can be influenced by various factors, such as the availability of substitute products or services, the perceived value of the product or service, the customer’s income level, and their willingness to pay.
Understanding price sensitivity is important for businesses because it gives information about pricing strategies, such as setting the optimal price point, deciding whether to offer discounts or promotions, or adjusting prices to reflect changes in costs.
Other than that, by understanding the level of price sensitivity among their target customers, businesses can ensure that their pricing strategy is aligned with their customer’s needs and preferences and that they are maximizing their revenue potential.
High Price Sensitivity
Customers with high price sensitivity are more likely to change their purchasing behavior in response to changes in prices. This means that even small changes in prices can have a significant impact on their purchasing decisions.
These customers are generally more price-conscious and are likely to be more responsive to promotions, discounts, and other pricing incentives.
An example of a product with high price sensitivity is a generic brand of laundry detergent. Customers are generally not loyal to a specific brand of laundry detergent, and there are many different brands and options available at various price points. As a result, customers are highly sensitive to changes in the price of laundry detergent and may switch to a lower-priced alternative if the price of their usual brand increases.
For example, if the price of a specific brand of laundry detergent increases, a customer may switch to a lower-priced generic brand that offers similar features or benefits. Alternatively, if a retailer offers a discount or promotion on laundry detergent, customers may choose to buy in bulk or stock up to take advantage of the lower price.
Low Price Sensitivity
Customers with low price sensitivity are less likely to change their purchasing behavior in response to changes in prices. This means that they are less price-conscious and are more willing to pay higher prices for products or services that they value.
These customers are generally less responsive to promotions, discounts, and other pricing incentives.
An example of a product with low price sensitivity is luxury watches. Luxury watches are often considered to be high-end status symbols, and customers who purchase them are typically less concerned with the price than with the brand, craftsmanship, and design.
Luxury watch customers may be willing to pay a premium price for a watch from a well-known brand, and they may not be as sensitive to price changes as customers who are purchasing a commodity product. For example, if the price of a luxury watch increases, customers may still be willing to pay the higher price if they perceive the value of the brand and design to be worth it.