Gartner Research

Multichannel Retail Pricing Strategies That Separate Winners From Losers

Published: 31 January 2014

ID: G00255505

Analyst(s): Robert Hetu


Retailers that fail to implement a strategic multichannel pricing strategy, including proactive competitive pricing and multichannel consistency, will continue to lose market share to nimble competitors.

Table Of Contents

Survey Objective

Data Insights

  • Retailers With the Most Effective Strategies Don't Rely on Customers or Store Associates to Drive Price-Matching Policies
  • Many of the Most Effective Retailers Use a Life Cycle Pricing Approach, Including Initial Price, Promotion and Markdown Optimization
  • Future Organization Strategies Will Adopt a Centralized Approach to Pricing
  • Recommendations
  • Methodology

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