多多观察顾客对酒店产品的主观评价，常见的酒店定价策略

多多观察顾客对酒店产品的主观评价，常见的酒店定价策略
（一）心理定价策略
    心理定价策略使利用顾客的购买心理，根据顾客对酒店产品与服务的主观评价、个人感情来制定价格的策略。心理定价是常用简单易行的价格策略，包括位数定价、整数定价、声望定价等。
1.尾数定价
    尾数定价是为了迎合客人物美价廉的心理，在价格尾数上做文章，使客人心理上更容易接受酒店产品的价格，促成购买行为的产生。通常的做法有以下几种：
   （1）产品价格的尾数常常定为9.数字9用在价格的尾数，会使价格位数看起来少一位，比如99元与100元，虽然只差1元，但在顾客的心里，它们却是不同层次的价位，少一位数得到的实惠更多。同样的，用9做尾数，可以使价格的第一位数降低，比如酒店某菜品的价格在29元，就会比定在30元看起来容易接受些，客人会感觉得到了优惠。
   （2）尽量保持价格的调 整在一定范围之内。顾客常常会把零散的价格归视为较整数的价格，比如把7元与11元，都看作10元来计算，把13和16元都看作15元来计算。当酒店需要调整价格的时候，尽量控制在这样一个范围内，使顾客感觉价格变动不明显，减少因提价给客人带来的购买顾虑。
2.整数定价法
   消费者在不了解产品的情况下，会以产品的价格判断产品的好坏，即有一分钱一分货的心理。整数定价可以展现出商家对自己产品的信心，有力地肯定了产品的应有价值，给客人信心。对于特别注重品质的产品，比如酒店客房、娱乐设施，经常会采用这样的定价方法。
3.声望定价法
   声望定价法是以高价格标榜产品的高定位，主要是迎合了客人通过消费体现自身身份的心理需求，特别适合用于高档产品的定价，酒店VI设计与豪华套房、总统套房往往采用这样的定价方法，通过高整数定价，明确了产品的高市场定位。酒店要根据自己的主要目标客源，考虑价格对产品市场定位带来的影响。另外，一旦采用了声望定价，就不宜再降价，否则会使顾客对酒店产品和服务品质产生质疑。
4.招徕定价
    酒店为了保证客房入住率，扩大销售，利用普通客人青睐廉价产品的消费心理而采取的低价销售策略。采取这样的定价策略，目标是为了保证整个酒店的收益率，比如在淡季时，或是在一些辅助服务部门采用这样的价格，以吸引更多的客源，实现整个酒店收益最大化。

A lot of observation of the customer's subjective evaluation of the hotel product, common hotel pricing strategy
(A) psychological pricing strategy
    Psychological pricing strategy to make use of the customer buying psychology, according to the customer's subjective evaluation of the hotel products and services, personal feelings to develop a price strategy. Psychological pricing is a commonly used simple pricing strategy, including the median pricing, integer pricing, prestige pricing.
A. Mantissa pricing
    The mantissa pricing in order to cater to guests affordable psychological price ending on an issue, the guests psychologically easier to accept the price of the hotel product, contributed to the generation of purchase behavior. The usual practice of the following:
   (1) The mantissa of the product price is often set to 9. Figures used in the mantissa of the price, make the price of the median looks a little, such as 99 yuan and 100 yuan, while just 1, but in the hearts of customers, they are different levels of price, less a number of benefits. Similarly, 9 mantissa, can make the first digit of the price lower, such as the price of a hotel dishes at 29 yuan, will be higher than in the 30 yuan looks easy to accept, guests will feel to get a discount.
   (2) try to keep the price adjustment within a certain range. The customer will often scattered prices in the final as compared with integer prices, such as the seven yuan and 11 yuan, are as 10 yuan, 13 and 16 yuan as 15 yuan. When the price of the hotel needs to be adjusted, as far as possible be controlled in a range of customers to feel the effect of price changes is not obvious, reducing the concerns of the purchase due to price increases to the guests.
(2) integer pricing
   Do not understand the product, the consumer will determine the product is good or bad the product price that you pay for the psychological. Integer pricing can show businesses' confidence in their products, sure the product should be valuable to the guests confidence. Special emphasis on quality products, such as hotel rooms, recreational facilities, often using this pricing method.
(3) the prestige pricing
   Prestige pricing is based on the high positioning of the high prices of advertised products, mainly to cater to the psychological needs of the guests to display their own identity through consumption, particularly suitable for high-end products, pricing, luxury hotel suites, presidential suites often use this pricing method, through high integer pricing, clear market positioning of the product. The hotel according to their main objective source, consider the impact of the price of the product market positioning. In addition, once the prestige pricing is used, it should not go any lower, otherwise it would be the customer of the hotel product and service quality into question.
(4) solicit pricing
    Low-cost marketing strategies taken by the hotel in order to ensure the room occupancy rate, expand sales, the use of regular guests favor cheap consumer psychology. Adopt such a pricing strategy, the goal is to ensure that the entire hotel yield price to attract more tourists, such as during the low season, or in a number of ancillary services, and maximize the return on the entire hotel.