September 20, 2016
Pricing: Compliance first
By: Rob Friedman

When determining what pricing actions will be most effective, few pricing managers are thinking about exposing themselves and their companies to fines or even imprisonment. Yet, these negative outcomes can be the result of approaching pricing in a manner that is inconsistent with the laws and regulations of the location in which the company’s offering is being marketed. As a result, understanding the government regulations that relate to pricing is a critical step for anyone involved in the pricing process. Ignorance of the law is not a reason that a company or an individual cannot be successfully prosecuted by the government and by aggrieved parties that harm has come to due to the illegal pricing actions of another party.

Before a manager can figure out the most appropriate pricing strategy and tactics for his or her company, he or she must be able to:

  • Recognize the provisions of the US Sherman Antitrust Act and related penalties for violations.

  • Determine how the Robinson-Patman Act affects the pricing strategies for businesses selling to distributors and other resellers.

  • Identify legitimate defenses under the US pricing regulations and approaches, which have been found to comply with those regulations.

  • Recognize the pricing-related regulations for the major global economies and major US trading partners and how they differ from those in the United States.

What approaches to pricing clearly violate US federal laws? What approaches are clearly allowed? And for a pricing action for which its structure affects its legality, what is required to make it legal, and what will make it illegal? When one is marketing products outside the United States, how do the laws and regulations of the largest global economies and largest US trading partners differ from those in the United States? The Accenture Academy course Assessing Pricing Regulations provides an understanding of the various US legislation and related judicial interpretations and the constraints they place and opportunities they provide to effectively price a company’s products and services. In addition, the course briefly covers the similarities and differences in the laws of the largest global economies and US trading partners to highlight how the challenges differ.

About Accenture Academy

Accenture Academy offers proven, cost-effective learning solutions for a more versatile workforce and a more agile organization. We provide a flexible learning approach that helps your people be more versatile and your entire organization be more agile in the marketplace. Curriculum includes Supply Chain Management, Finance, Procurement, Analytics, Leadership & Management and Specialty Skills.


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