Pressure-test whether your prices reflect how customers actually judge value. Learn research-backed methods to align willingness to pay with your offer.
Which research method best surfaces psychological price thresholds that reflect perceived value rather than cost?
Break-even analysis
Time-driven ABC costing
Pareto demand screening
Van Westendorp Price Sensitivity Meter
In value-based pricing, which variable most directly reduces price sensitivity when you increase it credibly?
Supplier lead time
Bill of materials variance
Perceived uniqueness of the offer
Number of competitors
Which pairing correctly aligns a pricing study to its decision?
Price ladder tests → regulatory willingness‑to‑pay
Gabor‑Granger → long‑term elasticity in panel data
Van Westendorp → engineering cost roll‑ups
Conjoint analysis → trade‑offs between features and price to set tiers
When responses cluster as “too cheap” and “too expensive” with a narrow acceptable range, what should a pricing team infer first?
Discounting will always increase profit
Costs are too high to sustain any margin
Competitors are colluding on price
Value perception is fragile; packaging and proof need strengthening before moving price
Which metric best ties perceived value to measurable outcomes in ROI calculators?
Top‑line clicks
Customer’s avoided costs or gained revenue translated into contribution margin
Gross impressions
Share of voice
What is the most defensible anchor for enterprise price negotiations when using value‑based pricing?
Industry list price median
Highest competitor’s retail price
Internal cost plus fixed markup
Documented economic value to the customer (EVC) tied to their KPIs
Which pricing change most reliably increases willingness‑to‑pay without altering the product?
Switching to quarterly billing only
Adding hidden fees
Using charm pricing universally
Reframing value in outcome language and proof rather than feature lists
For tiered SaaS, what’s the primary role of the middle plan in a three‑tier lineup?
Eliminate all discounting
Host loss‑making users indefinitely
Be the reference choice that concentrates demand via value cueing
Hide the annual plan
Which guardrail helps prevent value‑based pricing from drifting into margin‑destructive discounting late in the quarter?
Evergreen stackable coupons
A give‑get framework tied to quantified concessions
Unlimited manager overrides
Publicly posted backdoor pricing
When moving upmarket, which NON‑price lever increases perceived value fastest?
Longer contracts by default
Risk reversal via implementation guarantees or verified outcomes
Extra logo on the pricing page
Removing all usage limits
Starter
Build your foundation for this topic and practice the core moves.
Solid
Good grasp—tighten your analysis and sharpen evidence.
Expert!
Outstanding mastery—your value stories and pricing stand up to scrutiny.
