Aditya owned a skincare company named ‘Nat-Ayur’. In July, 2025, he decided to launch a new herbal face cream

Question

Q. Aditya owned a skincare company named ‘Nat-Ayur’. In July, 2025, he decided to launch a new herbal face cream in the market using traditional herbs like turmeric, sandalwood, neem, aloe vera, saffron etc. The total cost of producing, packaging, distributing and selling the cream came to ₹ 60 per tube. ‘Nat-Ayur’ decided that this would be the minimum price to cover the cost. They wanted to earn a fair margin of profit too. For this ‘Nat-Ayur’ conducted a survey and found that the expected demand would be high. Customers were ready to pay more for herbal and chemical free products. They also found that many face creams with similar features are available in the market priced between ₹ 80 to ₹ 120. To compete effectively, ‘Nat-Ayur’ decided to price the cream at ₹ 99 to attract the customers while offering better benefits. To add value to the product ‘Nat-Ayur’ invested in eco-friendly packaging, free home delivery and on-line advertisements. This uniqueness gives ‘Nat-Ayur’ a competitive freedom in fixing price of its cream. Identify and explain any two factors that were taken into consideration by ‘Nat-Ayur’ for determining the price of their herbal face cream.

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Concept understanding — Price Determination Factors

Price Determination Factors

Think about the last time you bought something — a notebook, a plate of chole bhature, or a movie ticket. You paid a certain price. But why that price? Why not double, or half? The answer isn't random. Price is determined by the interaction of two forces: demand (what buyers want) and supply (what sellers offer). In economics, price determination factors are the elements that influence where this interaction settles.

The Core Idea: Demand and Supply Meet

At its simplest, price is the point where the quantity buyers are willing to buy equals the quantity sellers are willing to sell. This is called equilibrium price. But this equilibrium doesn't happen in a vacuum. Several factors push and pull both demand and supply, causing the price to change.

Important

Price is not set by sellers alone, nor by buyers alone. It emerges from the market forces of demand and supply. No single person decides it — the market does.

Factors That Affect Demand (and Therefore Price)

Demand is not just "wanting" something. It means wanting it and having the ability to pay. The following factors shift demand:

Price of the good itself: This is the most direct. Generally, when price rises, demand falls (and vice versa). But this is a movement along the demand curve, not a shift.
Income of consumers: If people earn more, they tend to buy more of most goods (called normal goods). For inferior goods (like cheap staples), higher income might actually reduce demand.
Prices of related goods:
- Substitutes (tea vs. coffee): If tea becomes expensive, demand for coffee rises.
- Complements (petrol and cars): If petrol prices shoot up, demand for cars may fall.
Tastes and preferences: A new health trend can boost demand for organic food; a fashion change can kill demand for bell-bottoms.
Expectations about future prices: If people expect prices to rise next month, they buy more today, pushing current prices up.
Population and its composition: More people generally means more demand. An ageing population may demand more healthcare, less toys.

Factors That Affect Supply (and Therefore Price)

Supply is the quantity sellers are willing to offer at a given price. Key factors:

Cost of production: If raw materials, wages, or electricity become cheaper, supply increases (sellers can profit at lower prices). If costs rise, supply shrinks.
Technology: Better machinery or methods reduce costs and increase supply.
Prices of other goods: A farmer deciding between wheat and sugarcane will supply more of whichever fetches a higher price.
Government policies: Taxes (GST, excise) raise costs and reduce supply. Subsidies lower costs and boost supply.
Natural factors: For agricultural goods, weather, floods, or droughts directly affect supply.
Number of sellers: More firms in a market usually mean more supply.

How These Factors Interact to Determine Price

Imagine a sudden drought. Supply of wheat falls (factor: natural conditions). At the same time, demand remains the same (people still need bread). The result? The equilibrium price of wheat rises. Now imagine the government gives a subsidy to farmers. Supply increases, and if demand doesn't change, price falls. …

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Nat-Ayur considered product cost to set a minimum price and competitive pricing to position its herbal cream effectively in the market.

Determining the right price for a product is a critical decision for any business, as it directly impacts sales, revenue, and profitability. A firm must consider various internal and external factors to arrive at a price that is both attractive to customers and profitable for the company. In the case of ‘Nat-Ayur’ launching its new herbal face cream, several such factors were clearly at play in their pricing strategy.

Here are two significant factors that ‘Nat-Ayur’ took into consideration for determining the price of their herbal face cream:

Product Cost

The most fundamental factor in price determination is the cost of the product itself. A firm must ensure that the price it charges covers all expenses incurred in producing, distributing, and selling the product. These costs typically include:
- Fixed Costs: Expenses that do not vary with the level of production, such as rent, salaries of administrative staff, and machinery depreciation.
- Variable Costs: Expenses that change directly with the level of production, such as raw materials, direct labour, and packaging costs.
- Semi-variable Costs: Costs that have both fixed and variable components.
In ‘Nat-Ayur’s situation, the total cost of producing, packaging, distributing, and selling each tube of cream was ₹ 60. This figure established the absolute minimum price below which the company could not sell without incurring a loss. To remain viable and achieve its objective of earning a fair margin of profit, ‘Nat-Ayur’ had to set a price above this ₹ 60 cost base. Understanding these costs is essential because they form the floor for pricing decisions.

Important

Product cost sets the lower limit for the price a firm can charge. Selling below this cost will lead to losses.
Competition in the Market

The pricing strategies and prices of competing products in the market significantly influence a firm's pricing decisions. Consumers often compare products and their prices before making a purchase, especially for items with many substitutes. A firm must analyze its competitors' offerings, their pricing levels, and their market positioning. …

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Same / Similar Concept — real previous-year questions on the same or a closely similar concept, not this exact question.

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$Q. Marketing expenditure is a burden on (A) industry (B) businessmen (C) customers (D) all of these$
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Marketing expenditure is ultimately borne by customers, since it is built into the selling price.

Whatever a firm spends on marketing (advertising, promotion, distribution and so on) becomes part of its total cost, and this cost is recovered through the price charged for the product. Because the price is paid by the buyers, the marketing expenditure is finally passed on to and borne by the customers. The industry …

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$Q. The element of marketing mix are involved in 'Price' is - A) Price level B) Advertisement C) Public relation D) Packaging$
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'Price level' is the component of the Price element of the marketing mix.

The marketing mix has four Ps. Decisions under Price relate to how much the customer pays — the price list, the price level, discounts, credit terms and payment period.

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CBSE 2024Set ANNUAL1 mark
$Q. What is price?$
›Reveal solutionSolution

Price is the money value of a product — the amount a buyer pays to a seller to obtain goods or services.

Price is the amount of money that a customer pays, or is willing to pay, to acquire a product or service. It represents the exchange value of the product — what the buyer gives up to obtain the benefits of owning or using it. In the marketing mix, price is the only element that brings in revenue (the others are costs), and it strongly influences demand, sales and profit. Pricing decisio …

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CBSE 2023Set 66/2/11 markMCQ
$Q. In which of the following situations, a company will fix high price for its product ? (A) When firm's objective is to obtain larger share of the market. (B) When the firm is facing difficulties in surviving in the market because of intense competition. (C) When the firm wants to cover high cost of Research and Development to attain product quality leadership. (D) When the firm wants to maximise its total profit in the long run.$
›Reveal solutionSolution
A company will fix a high price for its product when its objective is to cover significant Research and Development costs incurred to achieve product quality leadership.

Price determination is a crucial aspect of a firm's marketing strategy, directly impacting its revenue, profitability, and market position. The price a company sets for its product is not arbitrary; it is influenced by a multitude of factors, including the firm's objectives, the costs involved, the level of competition, customer demand, and government regulations. Different objectives lead to different pricing strategies.

Let's examine each situation to understand its implications for pricing:

When the firm's objective is to obtain a larger share of the market:

When a firm aims to capture a larger market share, it typically adopts a strategy known as penetration pricing. This involves setting a relatively low price for the product, especially during its introduction, to attract a large number of buyers quickly and gain a significant foothold in the market. The idea is to stimulate demand, discourage potential competitors, and achieve economies of scale. Therefore, this objective usually leads to lower prices, not high ones.

When the firm is facing difficulties in surviving in the market because of intense competition:

In a highly competitive market, firms often face pressure to lower their prices to remain competitive and retain customers. If a firm is already struggling to survive, raising prices would likely exacerbate its problems, driving customers to competitors who offer similar products at lower or comparable prices. Survival in such a scenario often necessitates competitive pricing, which means matching or even undercutting rivals, leading to lower or competitive prices.

When the firm wants to cover high cost of Research and Development to attain product quality leadership:

This situation is a strong indicator for a high pricing strategy. When a company invests heavily in Research and Development (R&D) to create a superior, innovative, or high-quality product, it often aims to position itself as a market leader in terms of quality. To recover these substantial R&D costs and to signal the premium quality and exclusivity of its product, the firm will typically set a high price. This strategy is often called "price skimming," where the company targets customers who are willing to pay a premium for advanced features, superior performance, or unique benefits. The high price helps recoup investment quickly and reinforces the product's image as a high-end offering.

Important

Firms pursuing product quality leadership often use premium pricing to reflect the superior value, innovation, and high costs associated with achieving that quality.

When the firm wants to maximise its total profit in the long run: …
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Correct option: (a) Price — the amount of money a customer has to pay to obtain a product.

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The correct option is (C) Price, because price is the only marketing-mix element that earns revenue, while the others are cost elements.

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›Reveal solutionSolution

Packing is the physical container of a product; packaging is the overall activity of designing it. Alternatively, cost of production is one basis for pricing a product.

Packing refers to the actual wrapper, box or container in which goods are placed for protection and handling. Packaging is the broader marketing activity of designing, developing and producing that container so that it protects the product and also helps in promotion and identification.

…

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$Q. What is Price mix ?$
›Reveal solutionSolution
Price mix is the combined set of decisions around price — base price, discounts, credit period — that fix the final price offered to customers.

Price is one of the four elements of the marketing mix, and Price mix refers to all the decisions a firm must take regarding the pricing of its product, including:

The list/base price of the product.

Discounts and allowances offered (trade discount, cash discount, seasonal discount).

The credit period/payment terms extended to buyers.

Decisions on geographic pricing (whether freight/transport is included). …
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CBSE 2022Set ANNUAL1 markMCQ
$Q. In penetrating-pricing strategy :$
(a) high price is charged at the initial stage
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›Reveal solutionSolution
In penetration pricing a low price is set at the launch stage.

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(a) A high initial price describes skimming, not penetration. …
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CBSE 2021Set ANNUAL1 mark
$Q. What is price?$
›Reveal solutionSolution
Price is the money value a buyer exchanges for a product, and the only revenue-generating element of the marketing mix.

Every product has a 'value' to the customer — the satisfaction or utility it delivers. Price is simply that value expressed in monetary terms, i.e. what the customer must give up (in money) to receive the product. In the marketing mix (product, price, place, promotion), price is unique because:

It is the only element that earns revenue — product, place and promotion are all cost centres.

It must reflect the perceived value of the product — too high, and customers won't buy; too low, and the firm may not cover costs or may signal poor quality. …
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CBSE 2020Set 66/C/11 mark
$Q. While the product __________ sets the lower limit of the price, the utility provided by the product sets the upper limit of price, which a buyer would be prepared to pay.$
›Reveal solutionSolution

Cost is the floor below which a firm cannot profitably price a product, while the customer's perceived utility sets the ceiling of what they'll pay.

When a business sets a price, two boundaries define the range within which it must fall. The product's cost — everything spent on producing, distributing and marketing it — sets the LOWER limit, since pricing below cost is unsustainable in the long run (the firm would be losing money on every sale, except in short-term promotional situations). At the other end, the utility the product provides to the buyer — how much value or sat …
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$Q. Mention one factor that determines the price of a product.$
›Reveal solutionSolution
Price is influenced by several factors; cost of production is a standard, widely cited one — any single correctly stated factor answers the question.

The Marketing chapter lists several factors that determine the price of a product:

Cost of the product — covering the firm's production, selling and distribution costs, plus a reasonable margin.

Utility and demand — a product offering greater utility to consumers can usually command a higher price.

Extent of competition — price must be fixed keeping in view what competitors are charging for similar products.

Government and legal regulations — price controls or fixed MRP requirements for certain goods.

Marketing methods used — the amount spent on branding/advertising/channel margins affects the final price. …
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