ࡱ> CE<=>?@AB#`bjbjmm@-nnn MMM8NTmUUUUU^^^}NNNN)N |\ Pj$oh#rHtjn^]"^^^tjUUaemyJyJyJ^UnU}NyJ^}NyJyJ:KyhnKUU `E}VpM{nK )LT{m0mK krCHkrKKkrnKl^^yJ^^^^^tjtjD^^^m^^^^D.MMD  Mvzu 9. MARKET0NQ S0STEM0ND Q0YMTQOYMA S0YAST0 Plan: 9.1. QiymYt vY ona tYsir edYn amillYr 9.2. QiymYtin nvlYri 9.3. QiymYtqoyma prosesi 9.4. QiymYtin mYyyYn edilmYsi metodlar1 9.5. MYhsulgndYrmYnin bazis _YrtlYri vY qiymYt 9.1. QiymYt vY ona tYsir edYn amillYr MYhsulun qiymYti istehlak1n1n, al1j1n1n ondan ald11 vY ya almas1n1 nYzYrdY tutduu faydan1n mqabilindY dYmYyY haz1r olduu vYsaitin mYblYidir vY yaxud bir mYhsulun digYr mYhsula nisbYtini mYyyYn edYn meyard1r. MYhsulun qiymYti marketinq kompleksinin Yn vajib vY mrYkkYb elementlYrindYn biridir. O, bir tYrYfdYn, istehsal1n1n mYhsula Ykdiyi xYrjlYri dYmYklY yana_1 ona mYyyYn mYblY mYnfYYt YldY etmYyY, mYnfYYtin hYjmini maksimumla_d1rmaa imkan vermYlidir. Buna grY dY, istehsal1 hYmi_Y mYhsula yksYk qiymYt mYyyYn etmYyY, mYhsulu baha satmaa al1_1r. DigYr tYrYfdYn, mYhsulun qiymYti istehlak1ya dYdiyi mYblYin mqabilindY daha ox fayda, dYyYr YldY etmYyY imkan vermYlidir. Al1j1 hYmi_Y mYhsulun qiymYtinin a_a1 olmas1nda, mYhsul ujuz almaqda maraql1d1r. Lakin, onu da qeyd etmYk laz1md1r ki, bir ox hallarda mYhsula hYddYn art1q a_a1 qiymYtin qoyulmas1 istehlak1lar tYrYfindYn mYhsulun keyfiyyYtinin a_a1 olmas1 kimi qYbul edilir. DemYli, qiymYt elY mYyyYn edilmYlidir ki, mYnafelYri ziddiyyYt tY_kil edYn iki subyektin: sat1j1n1n vY al1j1n1n mYnafeyini uyunla_d1rs1n: istehsal1ya nYzYrdY tutduu mYnfYYt mYblYini vY ya mYnfYYtlilik normas1n1, istehlak1ya isY dYdiyi mYblYin mqabilindY zYruri sYviyyYdY faydan1, dYyYri YldY etmYyY imkan versin. MYhsulun sat1_ qiymYtilY istehlak qiymYtini bir-birindYn fYrqlYndirmYk laz1md1r. Sat1_ qiymYti mYhsulun bilavasitY al1j1ya sat1ld11 qiymYtdir, mYhsulun nominal qiymYtidir. MYhsulun istehlak qiymYti dedikdY onun sat1_ qiymYtilY qura_d1r1lmas1 vY istismar1 ilY YlaqYdar olan xYrjlYrinin (mYhsulun atd1r1lmasna, qura_d1r1lmas1na, istifadY dvrndY onun istismar1na, servis xidmYtinY vY s. YkilYn xYrjlYr) mYjmusu ba_a d_lr. MarketinqdY qiymYt bir s1ra funksiyalar yerinY yetirir. Bura a_a1dak1 funksiyalar aiddir. Bazar iqtisadiyyat1 _YraitindY qiymYt biri tYlYblY tYklifin tarazla_d1r1lmas1, onlar aras1nda balans1n yarad1lmas1 funksiyas1 yerinY yetirir. BelY ki, bazar iqtisadiyyat1nda qiymYt tYlYb vY tYklifin tYsiri alt1nda formala_sa da onlar1n sYviyyYsinY, onlar aras1nda balans1n yarad1lmas1na jiddi tYsir edir. DigYr amillYrin sabitliyi _YraitindY qiymYtin sYviyyYsi yksYldikjY tYlYbin hYjmi azal1r, tYklifin hYjmi isY art1r vY YksinY, qiymYtin sYviyyYsi a_a1 d_dkdY tYlYbin hYjmi art1r, tYklifin hYjmi isY azal1r. Marketinq zrY mtYxYssislYr qiymYtin bu funksiyas1ndan, YsasYn, demarketinqin tYtbiqi zaman1 istifadY edirlYr. MYhsulun qiymYti al1j1lara, istehlak1lara informasiya vermY funksiyas1 da yerinY yetirir. Al1j1lar, istehlak1lar mYhsul sat1n al1nmas1na dair qYrarlar qYbul edYrkYn digYr amillYrlY yana_1 onun qiymYtini dY nYzYrY al1rlar. Buna grY dY qiymYt, qiymYtin sYviyyYsi, mYhsulun istehsal1 vY sat1_1na YkilYn xYrjlYr, bazar1n hYminin konyunkturas1 haqda al1j1lara informasiya verir. Bundan ba_qa al1j1lar qiymYt Ysas1nda mxtYlif mYhsullar1 vY ald11 mYhsuldan ald11 fayda ilY onun al1nmas1na sYrf etdiyi vYsaitlYri mqayisY edY bilir. Marketinq bax1m1ndan qiymYtin Yn vajib funksiyas1 mYhsulun sat1_1n1n vY tYklifin hYjminin stimulla_d1r1lmas1d1r. BelY ki, qiymYt tYlYb vY tYklifin hYjminY tYsir etmYklY istehsal1n1 daha ox mYhsul istehsal etmYyY vY istehlak1n1 daha ox mYhsul almaa, daha ox mYhsul istehlak etmYyY vY bunun sayYsindY sat1_1n hYjminin art1r1lmas1n1 stimulla_d1r1r. 0stehlak1lar mxtYlif mYhsullar1n qiymYtinin sYviyyYsini nYzYrY almaqla zlYrinin gYlirlYrini mxtYlif mYhsullar aras1nda bl_drr. Bunun nYtijYsindY isY bazar1n mYhsul strukturunu mYyyYnlY_dirir. DemYli, qiymYt gYlirlYrin bl_drlmYsi funksiyas1n1 da yerinY yetirir. QiymYt uot funksiyas1 da yerinY yetirir. QiymYtin uot funksiyas1 vasitYsilY btnlkdY sat1_1n, o jmlYdYn, ayr1-ayr1 mYhsullar1n sat1_1n1n hYjminin, sat1_dan YldY edilYn mumi gYlirin vY mYnfYYtin mYblYinin uotu, hYminin mYhsulun istehsal1 vY sat1_1na YkilYn xYrjlYrin vY dYyYr ifadYsindY mYyyYn edilYn digYr gstYrijilYrin uotu apar1l1r. MYhsulun qiymYtinin sYviyyYsi oxsayl1 amillYrin tYsiri alt1nda formala_1r. Bu amillYrY bazar1n konyunkturas1, mYssisYnin mYqsYdi, dvlYtin qiymYt siyasYti, istehlak1lar1n tiplYri, mYhsulun istehsal1 vY sat1_1na YkilYn xYrjlYrin hYjmi, rYqiblYr, bl_drmY kanal1 i_tirak1lar1, rYqabYtin formas1, mYhsulun hYyat dvran1n1n mYrhYlYlYri, psixoloci vY s. amillYr aiddir. Bazar1n konyunkturas1 dedikdY qiymYtlYrin mvjud sYviyyYsindY tYlYblY tYklif aras1ndak1 nisbYt ba_a d_lr. TYlYbin hYjmi tYklifY nisbYtYn yksYk olduqda qiymYtin sYviyyYsi yksYlir, tYlYbin hYjmi tYklifY nisbYtYn az olduqda isY qiymYtin sYviyyYsi a_a1 d_mYyY meyl edir. MYssisY qiymYtqoyma sahYsindY qar_1s1na mxtYlif mYqsYdlYr: bazarda lider olmaq; sat1_1n hYjmini vY bazar pay1n1 art1rmaq; mYnfYYtin mYblYini maksimumla_d1rmaq; bazarda qalmaq vY mYhsulun keyfiyyYtinY grY lider olmaq mYqsYdlYrini vY ya bu mYqsYdlYrdYn birini qoya bilYr. Qar_1ya qoyulan mYqsYddYn as1l1 olaraq mYssisY mxtYlif qiymYt strategiyas1 tYrtib edir. MYsYlYn, mYssisY qar_1s1na mYnfYYtin maksimumla_d1r1lmas1 mYqsYdini qoy-duqda mYhsula yksYk, bazarda qalmaq mYqsYdini qoyduqda isY mYhsula a_a1 qiymYt qoyur. DvlYtin qiymYt siyasYti dY qiymYtlYrin sYviyyYsinY tYsir edir. Bazar iqtisadiyyat1nda dvlYt qiymYtlYrin tYnzimlYnmYsini tYmin edYn qanunverijilik aktlar1 haz1rlay1r, qiymYt siyasYti mYyyYnlY_dirir vY mxtYlif tYdbirlYr hYyata keirir. Bura inhisar1 sahYlYrdY qiymYtin sYviyyYsinin mYyyYn edilmYsi qaydas1, sat1_ kanallar1n1n ayr1-ayr1 i_tirak1lar1n hquq bYrabYrliyini pozan qiymYt mYyyYn edilmYsini qadaan edYn qanunverijilik aktlar1, mYhsulun qiymYtinin reklam edilmYsi qaydas1 vY s. aiddir. MYsYlYn, bazar iqtisadiyyat1 _YraitindY dvlYt inhisar1 mYssisYlYrin mYhsullar1n1n qiymYtinin yuxar1 hYddini mYhdudla_d1r1r. MYhsulun qiymYti mYyyYn edilYrkYn istehlak1lar1n tiplYri, onlar1n qiymYtY hYssas1l1 da nYzYrY al1n1r. BelY ki, bazar1n mxtYlif seqmentlYri, ayr1-ayr1 istehlak1 qruplar1 mYhsulun qiymYtinY vY onun dYyi_mYsinY mxtYlif jr reaksiya verirlYr. Bu bax1mdan istehlak1lar 4 qrupa: qYnaYtjil istehlak1lara; tY_Yxxsl istehlak1lara; etikal1 istehlak1lara vY sst istehlak1lara blnrlYr. MYsYlYn, qYnaYtjil istehlak1lar mYhsulun faydal1l11na, mYhsulun qiymYtinY vY e_idinY stnlk verirlYrsY, tY_Yxxsl al1j1lar mYhsulun qiymYtinY az fikir verir, servis xidmYtinin sYviyyYsinY, mYhsulun markas1na vY istehsal1 mYssisYnin imijinY daha ox diqqYt yetirirlYr. UzunmddYtli zaman kYsiyindY mYhsulun qiymYti onun istehsal1na vY marketinqY YkilYn xYrjlYrin hYjmindYn a_a1 mYyyYn edilY bilmYz. nki, mYhsulun qiymYti hYmin xYrjlYri dYmYyY imkan vermYklY yana_1, mYssisYyY nYzYrdY tutduu mYblYdY mYnfYYt YldY etmYyY imkan vermYlidir. DemYli, mYhsulun istehsal1 vY sat1_1na YkilYn xYrjlYrin hYjmi mYhsulun qiymYtinin sYviyyYsinY birba_a tYsir edir: bu xYrjlYrin sYviyyYsinin artmas1 qiymYtin yksYlmYsinY, a_a1 d_mYsi isY qiymYtin sYviyyYsinin a_a1 d_mYsinY sYbYb olur. MYhsulun istehsal1 vY sat1_1na YkilYn xYrjlYr 2 qrupa: birba_a xYrjlYrY (dYyi_Yn xYrjlYrY) vY qaimY xYrjlYrinY (sabit xYrjlYrY) blnr. Birba_a xYrjlYrY bilavasitY mYhsulun istehsal1na vY sat1_1na sYrf edilYn vY onun dYyi_mYsinY mtYnasib olaraq dYyi_Yn xYrjlYr, qaimY xYrjlYrinY isY mYhsul istehsal1 vY sat1_1n1n hYjmindYn as1l1 olmayan xYrjlYr aiddir. 0stehsal1n vY sat1_1n hYjmi artd1qja qaimY (sabit) xYrjlYrin sYviyyYsi (mYhsul vahidinY d_Yn xYrjlYrin mYblYi) azal1r vY miqyas effekti adland1r1lan effekt YldY edilir. Birba_a vY qaimY xYrjlYrinin jYmi tam xYrjlYr vY ya mYhsulun maya dYyYri adland1r1l1r. MYssisY z mYhsuluna qiymYtini mYyyYnlY_dirYrkYn mtlYq rYqiblYrin qiymYt strategiyas1n1 nYzYrY al1r. mumiyyYtlY, bazarda rYqiblYrin oxluu qiymYtin sYviyyYsinin a_a1 d_mYsinY _Yrait yarad1r. Bl_drmY kanal1 i_tirak1lar1, xsusYn dY mYhsullar1n fiziki bl_drlmYsi dY qiymYtin sYviyyYsinY tYsir edir. BelY ki, mYhsulun sat1_ qiymYtinin tYrkibinY istehsal1 mYssisYlYrin xYrjlYri ilY yana_1, sat1n kanal1 i_tirak1lar1n xYrjlYri dY daxil olur vY demYli, bu xYrjlYrin hYjmi vY sYviyyYsi mYhsulun qiymYtinY birba_a tYsir edir. Bundan ba_qa mxtYlif sat1_ kanallar1nda mYhsullar1n bl_drlmYsi vY sat1_1 ilY YlaqYdar olan xYrjlYrin sYviyyYsi mxtY-lif olduundan mxtYlif bl_drmY kanallar1nda qiymYtin sYviyyYsi mxtYlif olur. MYhsulun hYyat dvran1n1n mxtYlif mYrhYlYlYrindY mYhsula qoyulan qiymYtlYrin sYviyyYsi bir-birindYn xeyli fYrqlYnir. MYsYlYn, YgYr art1m mYrhY-lYsindY mYhsula yksYk qiymYt qoyulursa bhran mYrhYlYsindY, bir qayda ola-raq, mYhsula a_a1 qiymYt mYyyYn edilir. DemYli, mYhsulun hYyat dvarn1n1n mYrhYlYlYri dY qiymYtin sYviyyYsinY bu vY ya digYr dYrYjYdY tYsir edir. QiymYtY al1j1 psixologiyas1 da tYsir edir. BelY ki, bYzi hallarda al1j1lar mYhsulun baha olmas1n1 onun yksYk keyfiyyYtli olmas1 vY ya YksinY, mYhsulun qiymYtinin a_a1 olmas1n1 onun a_a1 keyfiyyYtli olmas1 kimi qYbul edirlYr. Bir ox hallarda, xsusYn dY istehlak mYhsullar1 bazar1nda qiymYtin dYyi_mYsi tYlYbin hYjminin dYyi_mYsinY sYbYb olur. HYm dY bu as1l1l1q tYrs mtYnasib xarakterlidir, yYni qiymYtin artmas1 tYlYbin hYjminin azalmas1na vY YksinY, qiymYtin azalmas1 tYlYbin hYjminin artmas1na gYtirir. Bu as1l1l11 yrYnmYk n tYlYbin qiymYtY grY elastikliyi gstYrijisindYn istifadY edilir. TYlYbin qiymYtY grY elastikliyi dedikdY mYhsulun qiymYtinin dYyi_mYsi faizinY uyun olaraq mYhsul sat1_1n1n miqdar1n1n faiz ifadYsindY dYyi_mYsi ba_a d_lr. Bu gstYriji mYhsul sat1_1n1n miqdar1n1n dYyi_mY faizini onun qiymY-tinin dYyi_mY faizinY blmYklY mYyyYn edilir. TYlYbin qiymYtY grY elastikliyi al1j1n1n ona hYssasl1q sYviyyYsini xarakterizY edir. Ba_qa szlY desYk, tYlYbin qiymYtY grY elastikliyi mYhsulun qiymYtinin 1% dYyi_mYsinY uyun olaraq mYhsul sat1_1n1n miqdar1n1n neY faiz dYyi_mYsini gstYrir. MYhsul sat1_1n1n hYjminin dYyi_mY tempinin (faizinin) qiymYtin dYyi_mY tempindYn (faizindYn) yksYk olmas1 al1j1n1n qiymYt dYyi_mYsinY hYssas olduunu, yYni tYlYbin elastikliyini vY ya YksinY, mYhsulun sat1_1n1n hYjminin dYyi_mY tempinin (faizinin) qiymYtin dYyi_mY tempindYn (faizindYn) a_a1 olmas1 al1j1n1n qiymYt dYyi_mYsinY hYssas olmad11n1, yYni tYlYbin qeyri-elastikliyini gstYrir. 9.2. QiymYtin nvlYri. Praktikada qiymYt bir ox YlamYtlYrY grY tYsniflY_dirilir vY bu YlamYtlYrdYn as1l1 olaraq qiymYtin mxtYlif nvlYrindYn istfadY edilir. QiymYt tYtbiq edildiyi miqyasa, bl_drmY kanallar1n1n xarakterinY, dvlYtin qiymYtY tYsir sYviyyYsinY, kommersiya kontrakt1n1n xarakterinY, ap edilib-edilmYmYsinY grY tYsniflY_dirilir. TYtbiq edildiyi miqyasa grY qiymYt milli bazar qiymYtlYrinY, regional bazar qiymYtlYrinY vY dnya bazar1 qiymYtlYrinY blnr. Milli bazar qiymYtlYri marketinq fYaliyyYti hYyata keirYn mYssisYnin yerlY_diyi lkYnin bazarlar1nda formala_m1_ qiymYtlYrdir. Regional bazar qiymYtlYri ayr1-ayr1 iqtisadi birlik vY bloklara daxil olan lkYlYrin bazarlar1nda (mYsYlYn, Avropa 0qtisadi Birliyi lkYlYrindY) tYtbiq edilYn qiymYtlYrdir. Dnya bazar1 qiymYtlYri konkret mYhsulun beynYlxalq tijarYtinin vYziyyYtini kifayYt qYdYr tam xarakterizY edYn idxal-ixraj YmYliyyatlar1n1n hYyata keirildiyi qiymYtlYrdir. QiymYtin dnya bazar1 qiymYti kimi qYbul edilmYsi n mtlYq a_a1dak1 _YrtlYr dYnmYlidir: idxal-ixraj YmYliyyatlar1 mntYzYm xarakter da_1mal1d1r; idxal-ixraj YmYliyyatlar1 kommersiya xarakteri da_1mal1d1r; idxal-ixraj YmYliyyatlar1 azad tijarYt vY siyasi recimdY hYyata keirilmYlidir; idxal-ixraj YmYliyyatlar1 dnYrli valyuta ilY hYyata keirilmYlidir. Bl_drmY kanallar1n1n xarakterinY grY qiymYtlYr istehsal1 mYssisYnin topdansat1_-burax1l1_ qiymYtlYrinY, topdansat1_ qiymYtlYrinY vY pYrakYndY sat1_ qiymYtlYrinY blnr. 0stehsal1 mYssisYnin topdansat1_-burax1l1_ qiymYtlYri bilavasitY istehsal1 mYssisY tYrYfindYn mYhsulun realizY edildiyi qiymYtlYrdir. Bu qiymYt mYhsulun maya dYyYrinin, nYzYrdY tutulan mYnfYYtin mYblYinin vY mhasibat uotu haqq1nda YsasnamYyY uyun olaraq mYhsulun qiymYtinY daxil edilYn vergilYrin mYblYinin vY digYr xYrjlYrin jYmi kimi mYyyYn edilir. Topdan sat1_ qiymYtlYri topdansat1_ tijarYt mYssisYlYri tYrYfindYn tYtbiq edilYn qiymYtlYrdir. Bu qiymYtin hYjmi istehsal1 mYssisYnin topdansat1_-burax1l1_ qiymYtinin zYrinY topdansat1_ tijarYt mYssisYsinin tYdavl xYrjlYrinin vY mYnfYYtinin mYblYini YlavY etmYklY hesablan1l1r. PYrakYndY sat1_ qiymYtlYri pYrakYndY tijarYt mYssisYlYrindY tYtbiq edilYn qiymYtlYrdir. Bu qiymYtin sYviyyYsi topdansat1_ qiymYtilY pYrakYndY tijarYt mYssisYsinin tijarYt YlavYsinin mYblYinin jYmi Ysas1nda mYyyYnlY_dirilir. DvlYtin qiymYtY tYsir sYviyyYsinY grY qiymYtlYr jiddi mYyyYn edilYn qiymYtlYrY, tYnzimlYnYn qiymYtlYrY vY liberal (azad) qiymYtlYrY blnr. Jiddi mYyyYn edilYn qiymYtlYr xsusi dvlYt YhYmiyyYtli mYhdud sayda mYhsullara dvlYt tYrYfindYn mYyyYn edilir vY onun sYviyyYsini dYyi_dirmYk mmkn deyildir. TYnzimlYnYn qiymYtlYrY sYviyyYsi dvlYt tYrYfindYn mYyyYn mYhdudiyyYtlYr qoyulan qiymYtlYr aiddir. Bu qiymYtlYrin sYviyyYsinY dvlYt orqanlar1 nYzarYt edir vY mYyyYn qanunverijilik aktlar1 ilY onun sYviyyYsini tYnzimlYyirlYr. Liberal (azad) qiymYtlYr sYviyyYsinY dvlYt tYrYfindYn he bir mYhdudiyyYt qoyulmayan vY bazarda tYlYblY tYklif aras1ndak1 nisbYt Ysas1nda formala_an qiymYtlYrdir. Kommersiya kontrakt1n1n xarakterinY grY qiymYtlYr transfert qiymYtlYrinY, fiksY edilmi_ (sabit) qiymYtlYrY, mtYhYrrik (dYyi_kYn) qiymYtlYrY vY sr_kYn qiymYtlYrY blnr. Transfert qiymYtlYri mYssisYdaxili dvriyyYdY, xsusYn dY transmilli korporasiyalarda tYtbiq edilir vY eyni _irkYtY vY ya korporasiyaya daxil olan mYssisYlYr bu qiymYtlYrlY bir-birinY mYhsul sat1r. Bu qiymYtlYr mYyyYn edilYrkYn lkYlYrin vergi stavkalar1, istehsal n zYruri olan resurslar1n qiymYti, gmrk rsumlar1, dvlYtin qiymYt siyasYti vY s. amillYr nYzYrY al1n1r. MYsYlYn, vergi stavkalar1 nisbYtYn yksYk olan lkYdY yerlY_Yn mYssisY vergi stavkalar1 nisbYtYn a_a1 olan lkYdY yerlY_Yn mYssisYyY ujuz qiymYtlY mYhsul sat1r vY bununla YldY edilYn mYnfYYtin mYblYinin artmas1na nail olunur. FiksY edilmi_ qiymYtlYr mqavilYlYrdY (kontraktlarda) gstYrilYn vY qiymYtY tYsir edYn amillYrin dYyi_mYsindYn as1l1 olmayaraq mqavilYnin qvvYdY olduu btn mddYt YrzindY dYyi_mYyYn, sabit qalan qiymYtlYrdir. MtYhYrrik qiymYtlYrY mqavilYlYrdY (kontraktlarda) gstYrilYn, lakin mqavilYnin qvvYdY olduu mddYtdY dYyi_dirilmYsi nYzYrdY tutulan qiymYtlYr aiddir. Sr_kYn qiymYtlYr haz1rlanmas1 vY gndYrilmYsi uzun mddYt tYlYb edYn, hYminin eyni mqavilY (kontrakt) daxilindY mYyyYn partiyalarla gndYrilYn mYhsullar zrY tYtbiq edilir. Bu halda mqavilYdY mYhsulun bazis qiymYti gstYrilir vY hYr bir mYhsulgndYrmY partiyas1nda bu qiymYtin sYviyyYsi dYqiqlY_dirilY vY dYyi_dirilY bilYr. ap edilib-edilmYmYsinY grY qiymYtlYr ap edilYn qiymYtlYrY vY hesablanan qiymYtlYrY blnr. ap edilYn qiymYtlYr mYyyYn informasiya mYnbYlYrindY verilYn, gstYrilYn qiymYtlYrdir. Bura mxtYlif tY_kilat vY mYssisYlYrin mYlumat (soru) kitabalar1nda ap edilYn qiymYtlYr, birca qiymYtlYri (kotirovkalar), hYrraj qiymYtlYri, tender qiymYtlYri, faktiki svdYlY_mY qiymYtlYri vY mxtYlif mYssisYlYrin tYkliflYrinin qiymYtlYri aiddir. Hesablanan qiymYtlYr. konkret svdYlY_mY zrY qiymYti mYyyYn etmYk n informasiya olmad11 halda tYtbiq edilir vY onun sYviyyYsi qiymYt indeksindYn, mxtYlif statistik metodlardan istifadY etmYklY hesablan1l1r. 9.3. QiymYtqoyma prosesi DigYr iqtisadi proseslYr kimi qiymYtqoymada mYyyYn ard1j1l mYrhYlYlYr zrY mYyyYn edilir (^Ykil 9.1). MYsYlYnin qoyulu_u mYrhYlYsindY mYssisYnin mYqsYd bazar1 vY onun xarakteristikas1, mYssisYnin mYqsYdi, hYr bir mYhsul zrY marketinq strategiyas1 vY marketinq kompleksi, bazar qiymYtlYrinin sYviyyYsi vY dYyi_mY meyllYri, rYqiblYrin qiymYtlYrinin sYviyyYsi vY digYr amillYr tYhlil edilir, qiymYt sahYsindY hYll edilYjYk problemlYr vY vYzifYlYr mYyyYnlY_dirilir. Apar1lm1_ tYhlil Ysas1nda mYssisYnin qiymYt sahYsindY mYqsYdi mYyyYnlY_dirilir. QiymYt sahYsindY qar_1ya qoyulmas1 ehtimal edilYn mYqsYdlYr bu mvzunun 1-ji paraqraf1nda izah edilmi_dir. QiymYtqoyman1n Yn mYsul mYrhYlYsi qiymYtin sYviyyYsinY tYsir edYn amillYrin tYhlilidir. QiymYtqoyma amillYrinin tYhlili prosesindY tYlYbin hYjmi, qiymYtin elastikliyi, sat1_dan YldY edilYn gYlirlYrin mYblYi, mYhsulun istehsal1 vY sat1_1na YkilYn xYrjlYrin vY mYnfYYtin mYblYi, qiymYtin istehlak1lar tYrYfindYn qYbul edilmYsi, rYqiblYrin vY tijarYt vasitYilYrinin qiymYtY reaksiyas1 vY tYsiri tYhlil edilir, zYrYrsizlik nqtYsi mYyyYnlY_dirilir. TYlYbin hYjminin tYhlili Ysas1nda qiymYtin sYviyyYsilY tYlYbin hYjmi aras1ndak1 as1l1l11n xarakteri, qiymYtin mxtYlif sYviyyYlYrindY tYlYbin hYjmi a_kar edilir vY istehlak1lar1n, al1j1lar1n hans1 miqdarda mYhsul alaja1 mYyyYnlY_dirilir. Art1q qeyd etdiyimiz kimi. qiymYtin elastikliyi istehlak1lar1n, al1j1lar1n mYhsulun qiymYtinY hYssasl11n1 xarakterizY edir vY mYhsul sat1_1n1n miqdar1n1n dYyi_mY faizini onun qiymYtinin dYyi_mY faizinY blmYklY mYyyYn edilir. QiymYtin elastikliyi hal1nda mYssisY qiymYti a_a1 salmaqla tYlYbin hYjmini art1rmaa jYhd edir. QiymYtin qeyri-elastikliyi hal1nda isY mYssisY mYhsuluna yksYk qiymYt qoyur vY yaxud onun sYviyyYsini yksYldir. MYhsulun istehsal1 vY marketinqinY YkilYn xYrjlYr istYnilYn qiymYtin Ysas1n1 tY_kil edir. Buna grY dY qiymYtqoyma prosesindY bu xYrjlYrin dzgn mYyyYn edilmYsinY vY tYhlilinY xsusi diqqYt yetirilir. XYrjlYrin tYhlili prosesindY mYjmu xYrjlYr (buna tam xYrjlYr, mYhsulun maya dYyYri dY deyilir) vY son hYdd xYrjlYri tYhlil edilir. MYjmu xYrjlYr mYhsulun istehsal1na vY marketinqinY YkilYn vY mhasibat uotuna dair YsasnamYyY grY mYhsulun maya dYyYrinY aid edilY bilYn btn nv xYrjlYrin mumi mYblYidir. MYjmu xYrjlYr (tam xYrjlYr, mYhsulun maya dYyYri birba_a (dYyi_Yn) xYrjlYrdYn vY qaimY (sabit) xYrjlYrindYn ibarYtdir. Birba_a (dYyi_Yn) xYrjlYr dedikdY bilavasitY mYhsulun haz1rlanmas1na sYrf edilYn vY onun hYjminin dYyi_mYsinY uyun olaraq dYyi_Yn xYrjlYr ba_a d_lr. Bura mYhsulun istehsal1na sYrf edilYn material resurslar1n1n mYblYi, i_Ymuzdla  i_lYyYn i_ilYrY verilYn YmYk haqq1n1n mYblYi, elektrik enercisinY YkilYn xYrjlYr vY s. aiddir. MYhsul istehsal1 vY ya sat1_1n1n hYjmi artd1qja bu xYrjlYrin mumi mYblYi dY art1r vY YksinY, mYhsul istehsal1n1n vY sat1_1n1n hYjmi azald1qja onlar1n mumi mYblYi a_a1 d_r. QaimY (sabit) xYrjlYri dedikdY mYhsul istehsal1 ilY birba_a YlaqYdar olmayan, istehsal prosesinin normal gedi_ini tYmin edYn vY mYhsul istehsal1n1n hYjminin dYyi_mYsindYn as1l1 olmayan xYrjlYr ba_a d_lr (mYsYlYn, amortizasiya ay1rmalar1n1n mYblYi, ezamiyyYt xYrjlYri, mumi sex vY mumi zavod xYrjlYri vY s.). Bu xYrjlYrin uotu mumilikdY apar1ld11ndan hYr bir mYhsula d_Yn qaimY xYrjlYrinin mYblYini mYyyYn etmYk n onun mumi mYblYini istehsal edilmi_ mYhsulun miqdar1na blrlYr. Bu xYrjlYrin hYjmi mYhsul istehsal1 vY sat1_1n1n hYjmindYn as1l1 olmad11ndan mYhsul istehsal1n1n vY sat1_1n1n hYjmi artd1qja onlar1n sYviyyYsi a_a1 d_r vY YksinY, mYhsul istehsal1 vY sat1_1n1n hYjmi azald1qja onlar1n sYviyyYsi art1r. Bunun sayYsindY miqyas effekti yaran1r vY mYssisYlYr mYhsulunun qiymYtini a_a1 salmaq imkan1 YldY edirlYr. Son hYdd xYrjlYri dedikdY YlavY burax1lan ax1r1nj1 mYhsula d_Yn mYjmu xYrjlYrin mYblYi ba_a d_lr. Praktikada son hYdd xYrjlYrini mYyyYn etmYk n YlavY mYhsul burax1l1_1 nYtijYsindY xYrjlYrin art1m1n1 burax1lan mYhsulun art1m1na blrlYr. Sat1_dan YldY edilYn gYlirlYrin tYhlili prosesindY gYlirlYrin mumi mYblYi, orta mYblYi vY son hYdd mYblYi tYhlil edilir. Sat1_dan YldY edilYn gYlirlYrin mumi mYblYi mYhsulun sat1_1ndan YldY edilYn vYsaitin mumi mYblYidir. Sat1_dan YldY edilYn gYlirin orta mYblYi dedikdY mYhsul vahidinY d_Yn gYlirin mYblYi ba_a d_lr. Sat1_dan YldY edilYn gYlirlYrin uotu hYr bir mYhsul vahidi zrY ayr1l1qda apar1lmad11ndan vY eyni mYhsul bYzi hallarda mxtYlif qiymYtY sat1ld11ndan bu gstYrijini mYyyYn etmYk n gYlirlYrin mumi mYblYini sat1lm1_ mYhsullar1n miqdar1na blrlYr. Son hYdd gYlirlYri YlavY burax1lan ax1r1nj1 mYhsulun sat1_1ndan YldY edilYn gYlirin orta mYblYidir. Son hYdd xYrjlYrinin mYyyYn edilmYsindY olduu kimi, son hYdd gYlirlYrinin mYblYini mYyyYn etmYk n mYhsul istehsal1n1n vY sat1_1n hYjmi sayYsindY YldY edilYn gYlir art1m1n1 vY mYhsul istehsal1 vY sat1_1n1n art1m hYjminY blrlYr. ZYrYrsizlik nqtYsi dedikdY qiymYtin elY sYviyyYsi ba_a d_lr ki, onun bu sYviyyYsindY son hYdd gYlirlYrinin mYblYi son hYdd xYrjlYrinin mYblYinY bYrabYr olur. QiymYtin qeyd edilYn sYviyyYsi mYssisYyY maksimum mYnfYYt YldY etmYyY imkan verir. QiymYtin sYviyyYsi zYrYrsizlik nqtYsindYn yuxar1 mYyyYn edildikdY isY mYhsul istehsal1 vY sat1_1 mYssisYyY ziyanla ba_a gYlir. MYhsulun qiymYti onun istehsal1 vY marketinqinY YkilYn xYrjlYri dYmYklY yana_1 mYssisYyY mYyyYn mYblYdY mYnfYYt YldY etmYyY imkan vermYlidir. Buna grY dY qiymYtqoyma prosesindY YldY edilYn mYnfYYtin mYblYi vY rentabellik sYviyyYsi, habelY investisiyaya d_Yn mYnfYYtin mYblYi tYhlil edilir, nYzYrdY tutulan mYnfYYtin YldY edilmYsini tYmin edYn tYdbirlYr haz1rlan1r. MYhsulun qiymYti mxtYlif al1j1lar tYrYfindYn mxtYlif jr qYbul edilir vY buna uyun olaraq onlarda qiymYtin sYviyyYsinY dair tYsYvvrlYr formala_1r. Onlar bu tYsYvvrlYrY uyun olaraq zlYri n mnasib qiymYt sYviyyYsi mYyyYn edir vY hYmin sYviyyYyY uyun gYlYn qiymYtY mYhsul almaa raz1 olurlar. Buna grY qiymYtqoyma amillYrinin tYhlili zaman1 istehlak1lar1n, al1j1lar1n qiymYtin sYviyyYsinY reaksiyas1 yrYnilir. RYqiblYr mYssisYnin qiymYt dYyi_mYsinY dYrhal reaksiya verir vY bir ox hallarda, buna uyun olaraq z mYhsullar1n1n qiymYtini dYyi_irlYr. Buna grY dY mYssisY al1j1lar1n qiymYtin dYyi_mYsinY reaksiyas1 ilY yana_1, daima rYqiblYrinin dY qiymYt dYyi_mYlYrinY reaksiyas1n1 yrYnmYlidirlYr. BYzYn tijarYt vasitYilYri istehsal1 tYrYfindYn qiymYtin sYviyyYsinin dYyi_dirilmYsi, xsusYn dY onun yksYldilmYsi ilY raz1la_m1rlar. BYzi hallarda isY tijarYt vasitYilYri mYhsulu nisbYtYn ujuz qiymYtY sat1rlar, bu isY mYhsulun bazar mvqeyinY tYsir edir. Buna grY dY, istehsal1 mYssisYlYr qiymYtqoyma amillYrinin tYhlili prosesindY tijarYt vasitYilYrinin qiymYtY reaksiyas1n1 tYhlil edir vY vasitYilYrlY mnasibYtlYrin tYnzimlYnmYsi zrY tYdbirlYr haz1rlay1rlar. QiymYtqoyma amillYrinin tYhlili nYtijYsindY mYssisY qiymYt sahYsindY qar_1ya qoyulan mYqsYdY vY hYr mYhsul zrY haz1rlanm1_ marketinq strategiyas1na uyun gYlYn qiymYt strategiyas1 haz1rlay1r. HYr bir mYhsul zrY bu strategiya mxtYlif ola bilYr. MYsYlYn, mYssisY yeni mYhsul zrY bazara srYtlY daxil olma, bazara lYng daxil olma, xaman1n srYtlY y11lmas1 vY xaman1n lYng y1x1lmas1 strategiyas1 tYrtib edY bilYr. 0lkin qiymYtin mYyyYn edilmYsi mYrhYlYsindY mYssisY qiymYtqoyma metodlar1n1 seir vY seilmi_ metodla mYhsulun ilkin (bazis) qiymYtini mYyyYnlY_dirir. MYssisY, bir qayda olaraq, mxtYlif amillYrin tYsiri alt1nda al1j1lara mYyyYn qiymYt gzY_tlYri (mYhsul partiyas1n1n hYjminY grY gzY_t, mvsmi gzY_tlYr vY s.) edirlYr. Bununla YlaqYdar olaraq qiymYt gzY_tlYrinin mYyyYn-lY_dirilmYsi mYrhYlYsindY istehsal1 son vY aral1q al1j1lara edilYjYk gzY_tlYrin nvlYrini vY sYviyyYsini mYyyYnlY_dirir. MYssisY son qiymYtin mYyyYn edilmYsi mYrhYlYsindY mYhsulun ilkin qiymYtini vY edilYjYk gzY_tlYrin sYviyyYsini nYzYrY almaqla onun son qiymYtini mYyyYnlY_dirir. NYhayYt, fYaliyyYtin nYtijYsinin qiymYtlYndirilmYsi mYrhYlYsindY qiymYtqoyman1n nYtijYsi tYhlil edilir, qar_1ya qoyulmu_ mYqsYddYn kYnarla_malar vY onun sYbYblYri ara_d1r1l1r, YldY edilmi_ nailiyyYtlYrin mhkYmlYndirilmYsi vY inki_af etdirilmYsi, uursuzluqlar1n aradan qald1r1lmas1 zrY tYdbirlYr haz1rlan1r. 9.4. QiymYtin mYyyYn edilmYsi metodlar1. MYhsulun qiymYtinin mYyyYn edilmYsindY a) xYrjlYrY Ysaslanan qiymYtqoyma metodundan; b) rYqabYtY Ysaslanan qiymYtqoyma metodundan; j) tYlYbY Ysaslanan qiymYtqoyma metodundan vY ) marketinqY Ysaslanan qiymYtqoyma metodundan istifadY edilir. XYrjlYrY Ysaslanan qiymYtqoyma metodlar1. Bu metod qiymYtqoyman1n Yn geni_ yay1lm1_ vY sadY formas1d1r. XYrjlYrY Ysaslanan qiymYtqoyma metodunun mahiyyYti ondan ibarYtdir ki, mYhsula YkilYn xYrjlYrin zYrinY mYnfYYt normas1 vY yaxud YldY edilmYsi nYzYrdY tutulan mYnfYYti tYmin etmYli olan qiymYt art1m1 YlavY edilir vY o, mYhsulun qiymYti kimi gtrlr. Bu qiymYtqoyma metodunun mxtYlif formalar1: tam xYrjlYrY (maya dYyYrY) grY qiymYtqoyma metodu; birba_a xYrjlYrY grY qiymYtqoyma metodu; investisiyan1n rentabelliyi normas1na grY qiymYtqoyma metodu vY xYrjlYrin rentabelliyi normas1na grY qiymYtqoyma metodu mvjuddur. Tam xYrjlYrY Ysaslanan qiymYtqoyma metodunda qiymYtqoyman1n iki suldan: mYhsulun tam xYrjlYrin (maya dYyYrin) mYblYinin zYrinY mYnfYYt normas1n1n (qiymYt YlavYsi vY ya tijarYt YlavYsi dY adland1r1l1r) YlavY edilmYsi vY mYhsulun maya dYyYrinin (sat1nalma qiymYtinin) zYrinY sat1_ qiymYtinY grY mYyyYn edilmi_ mYnfYYt normas1n1n (bYzi YdYbiyyatda tijarYt gzY_ti, mYhsulun sat1_ qiymYtinY YlavY adland1rl1r) YlavY edilmYsi sulundan istifadY edilir. Birba_a xYrjlYrY grY qiymYtqoyma metodu. QiymYtqoyman1n bu metodu-nun mahiyyYti tam xYrjlYrY Ysaslanan qiymYtqoyma metodu ilY eynidir. Lakin, qiymYtin mYyyYn edilmYsinin bu metodunda mYhsulun maya dYyYrinin zYrinY yox, mYhsulun haz1rlanmas1na Ykilmi_ birba_a xYrjlYrin zYrinY fiksY edilmi_ mYnfYYt normas1 (qiymYt vY ya tijarYt YlavYsi) vY ya sat1_ qiymYtinY grY mYy-yYn edilmi_ tijarYt gzY_ti YlavY edilir vY al1nm1_ mYblY mYhsulun qiymYti kimi qYbul edilir. Tam xYrjlYrY Ysaslanan qiymYtqoyma metodunda olduu kimi burada da iki suldan: 1) birba_a xYrjlYrin zYrinY mYnfYYt normas1n1n (qiymYt vY ya tijarYt YlavYsinin) YlavY edilmYsi vY 2) birba_a xYrjlYrin mYblYinin zYrinY sat1_ qiymYtinY grY mYyyYn edilmi_ gzY_tin YlavY edilmYsi sulundan istifadY edilir. XYrjlYrin rentabelliyi normas1na grY qiymYtqoyma metodu qiymYtin elY bir sYviyyYsinin mYyyYn edilmYsini nYzYrdY tutur ki, o, mYhsul sat1_1n1n verilmi_ miqdar1nda mYhsulun maya dYyYrini dYmYklY yana_1 xYrjlYrin rentabelliyinY grY mYyyYn edilmi_ mYqsYd mYnfYYtinin, yYni planda nYzYrdY tutulan mYnfYYtin YldY edilmYsini dY tYmin edir. DemYli, mYssisY sat1_1n hYjmini art1rmaqla hYm qiymYtin vY xYrjlYrin rentabellik sYviyyYsini (gstYrilYn misalda xYrjlYrin rentabellik sYviyyYsi 33% tY_kil edir) a_a1 salmaa, hYm dY mYqsYd mYnfYYtinin YldY edilmYsini tYmin etmYyY nail olmu_dur. QiymYtin a_a1 sal1nmas1 isY mYssisYyY rYqabYt stnly YldY etmYyY vY daha ox mYhsul satmaa imkan verir. MYhsulun qiymYti investisiyan1n rentabelliyi normas1na grY qiymYtqoyma metodu ilY mYyyYn edildikdY YvvYljY mYhsulun istehsal1na sYrf edilmi_ investisiyan1n hYjmi, bu investisiyaya grY YldY edilmYsi nYzYrdY tutulan rentabellik sYviyyYsi (adYtYn, investisiyan1n rentabellik sYviyyYsini onun zn dYmY mddYtinY uyun olaraq hesablan1l1r) mYyyYnlY_dirilir vY bunlar1n Ysas1nda YldY edilYjYk mYqsYd mYnfYYtin mYblYi (investisiyan1n mYblYini rentabellik sYviyyYsinY vurmaqla) hesablan1l1r. Sonra isY mYnfYYtin mYblYini mYhsul istehsal1n1n vY ya sat1_1n1n ehtimal edilYn mYblYinY blrlYr. HYr bir mYhsula d_Yn mYnfYYtin mYblYinin zYrinY mYhsulun maya dYyYrini gYlmYklY onun qiymYtini mYyyYn edirlYr. Qeyd etmYk laz1md1r ki, xYrjlYrin rentabellik normas1na grY qiymYtqoyma metodunda olduu kimi qiymYtin hesablanmas1n1n bu metodunda da mYhsulun qiymYti onun natural ifadYdY hYjmi ilY tYrs mtYnasibdir, yYni mYhsul sat1_1n1n hYjminin artmas1 qiymYtin sYviyyYsinin a_a1 d_mYsinY vY YksinY, mYhsul sat1_1n1n hYjminin azalmas1 onun bahala_mas1na gYtirib 1xar1r. RYqabYtY Ysaslanan qiymYtqoyma metodu. MYssisY mYhsulunun qiymYtini bu metodla mYyyYnlY_dirdikdY ona YkilYn xYrjlYrY deyil, rYqiblYrin qiymYt strategiyas1na, qiymYtlYrinY Ysaslan1r vY z mYhsulunun qiymYtini rYqib mYssisYnin qiymYtlYrinY uyunla_d1r1r. Bu metodun lideri tYqibetmY metodu, qiymYtlYrin jari sYviyyYsinY grY qiymYtqoyma metodu vY tender Ysas1nda qiymYtqoyma metodu formalar1 vard1r. QiymYtqoyman1n lideri tYqibetmY metodunda mYssisY mYhsulunun qiymYtini sahYdY lider kimi qYbul edilYn, etiraf edilYn mYssisYnin mYhsullar1n1n qiymYtlYrinY uyunla_d1r1r vY lider mYssisYnin mYhsullar1n1n qiymYtinin dYyi_mYsinY uyun olaraq hYmin mYssisY dY mYhsullar1n1n qiymYtlYrinin sYviyyYsini (mYhsulun texniki-istismar parametrlYrini, keyfiyyYtini vY s. amillYri nYzYrY almaqla) dYyi_ir. QiymYtlYrin jari sYviyyYsinY grY qiymYtqoyma metodundan, YsasYn, sahYdY lider mYssisY olmad11 halda istifadY edilir. MYhsulun qiymYti sahYdY formala_m1_ qiymYtlYrin sYviyyYsinY uyun olaraq mYyyYn edilir vY onun dYyi_mYsinY uyun olaraq mYssisY dY z mYhsulunun qiymYtlYrini dYyi_ir. Qeyd etmYk laz1md1r ki, mYssisYnin mYyyYn etdiyi qiymYt sahYdY formala_m1_ qiymYtlYrin sYviyyYsindYn a_a1 vY yuxar1, ona bYrabYr dY ola bilYr. Tender Ysas1nda qiymYtqoyma metodunda mYssisY mYhsulun qiymYtini a_a1dak1 qaydada mYyyYnlY_dirir. O, tenderi keirilYn mYhsul zrY mxtYlif qiymYtlYr mYyyYn edir. MxtYlif vasitYlYrlY (mYsYlYn, kemi_ tYjrbYsi, ekspert qiymYtlYndirilmYsi vY s.) hYr bir qiymYt variant1 zrY hYm hYmin qiymYtin al1j1 tYrYfindYn qYbul edilmYsi ehtimal1, hYm dY YldY edilYjYk mYnfYYtin mYblYi hesablan1l1r vY bu gstYrijilYrin hasili tap1l1r. Al1nm1_ _Yrti gYlir vahidinin hYjmi hans1 variantda daha yksYkdirsY o variant1n qiymYti mYhsulun qiymYti kimi gtrlr. TYlYbY Ysaslanan qiymYtqoyma metodu. Bu qiymYtqoyma metodunda mYhsulun qiymYti ona olan tYlYbin hYjminY grY mYyyYnlY_dirilir vY onun dYyi_mYsinY uyun olaraq dYyi_dirilir. MYssisY tYlYbY Ysaslanan qiymYtqoyman1n son hYdd qiymYtqoyma metodundan; zYrYrsiz evik qiymYtqoyma metodundan; tYlYbin hYjmi Ysas1nda qiymYtqoyma metodundan; sat1_ yerinY grY qiymYtqoyma metodundan vY mvsmiliyY grY qiymYtqoyma metodundan istifadY edY bilYr. Qeyd etmYk laz1md1r ki, birinji metod iqtisadi YdYbiyyatda mYnfYYtin maksimumla_d1r1lmas1 metodu da adland1r1l1r vY zYrYrsizlik nqtYsi nYzYriyyYsinY Ysaslan1r. MYssisY qiymYti son hYdd qiymYtqoyma metodu ilY mYyyYn etdikdY, YvvYljY, mYhsul zrY mxtYlif qiymYt variantlar1 haz1rlay1r. HYr bir qiymYt variant1 zrY mYhsul sat1_1n1n ehtimal edilYn miqdar1n1, son hYdd gYlirlYrinin mYblYini (YlavY burax1lan ax1r1nj1 mYhsulun sat1_1ndan YldY edilYn mYblYi) vY son hYdd xYrjlYrinin mYblYini (YlavY burax1lan ax1r1nj1 mYhsula d_Yn mYmu, mumi xYrjlYri) mYyyYnlY_dirir. Sonra isY hYr bir qiymYt variant1 zrY son hYdd gYlirlYrin mYblYi son hYdd xYrjlYrinin mYblYilY mqayisY edilir. Son hYdd gYlirlYri ilY son hYdd xYrjlYrinin bYrabYrliyini tYmin edYn qiymYt mYhsulun qiymYti kimi qYbul edilir. ZYrYrsiz evik qiymYtqoyma metodunda mYssisY, YvvYlki metodda olduu kimi, mYhsul zrY mxtYlif qiymYt variantlar1 haz1rlay1r. HYr bir qiymYt variant1 zrY mYhsul sat1_1n1n ehtimal edilYn miqdar1, mYhsul sat1_1ndan YldY edilYn mumi gYlirin vY mumi xYrjlYrin mYblYi mYyyYn edilir. 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Bu fYrqin, yYni mYnfYYtin mYblYi hans1 variantda daha bykdrsY, oxdursa o variant1n qiymYti dY mYhsulun qiymYti kimi gtrlr. TYlYbin hYjmi Ysas1nda qiymYtqoyma metodunda qiymYt xYrjlYr Ysas1nda deyil, xYrjlYr qiymYt Ysas1nda mYyyYnlY_dirilir. BelY ki, mYssisY mYhsulun qiymYtini mYyyYn etmYk n, YvvYljY, istehlak1n1n mYhsula grY dYmYyY haz1r olduu vYsaitin vY YldY etmYk istYdiyi mYnfYYtin mYblYini mYyyYnlY_dirir. Sonra isY mYhsulun qiymYtindYn YldY etmYk istYdiyi mYnfYYtin mYblYini 1xmaqla mYhsula YkilYjYk xYrjlYrin maksimum hYddini mYyyYnlY_dirir. Bundan sonra bu xYrjlYri maya dYyYrin kalkulyasiyas1 nYtijYsindY mYyyYn edilmi_ xYrjlYrin mimi mYblYilY mqayisY edir. gYr, maya dYyYrin kalkulyasiyas1 Ysas1ndan mYyyYn edilmi_ xYrjlYrin mumi mYblYi mYhsulun qiymYti ilY YldY edilmYsi nYzYrdY tutulan mYnfYYtin mYblYi aras1ndak1 fYrqdYn az vY ya ona bYrabYrdirsY onda mYyyYn edilmi_ qiymYt mYhsulun sat1_ qiymYti kimi qYbul edilir. gYr maya dYyYrin kalkulyasiyas1 Ysas1ndan mYyyYn edilmi_ xYrjlYrin mumi mYblYi mYhsulun qiymYti ilY YldY edilmYsi nYzYrdY tutulan mYnfYYtin mYblYi aras1ndak1 fYrqdYn bykdrsY onda mYssisY ya xYrjlYrin hYjminin ixtisar edilmYsi zrY tYdbirlYr haz1rlay1r, ya da znn qiymYt siyasYtinY yenidYn bax1r. MYhsulun qiymYti sat1_ yerinY grY qiymYtqoyma metodu ilY mYyyYn edildikdY onun qiymYti sat1_ mYntYqYlYrinin yerlY_diyi yerY grY dYyi_dirilir: daha presticli yerlYrdY vY yksYk imijY malik maazalarda mYhsula digYr yerlYr vY maazalarla mqayisYdY daha yksYk qiymYt qoyulur. MvsmiliyY grY qiymYtqoyma metodu. Bu qiymYtqoyma metodundan, YsasYn, mvsmi mYhsullar1n qiymYtinin mYyyYn edilmYsindY istifadY edilir vY mvsmY uyun olaraq mYhsulun qiymYti dYyi_dirilir. MYsYlYn, yay paltarlar1na q1_ mvsmindY a_a1, q1_ paltarlar1na isY yay mvsmindY a_a1 qiymYt mYyyYn edilir. MarketinqY Ysaslanan qiymYtqoyma metodlar1. Bu metodda mYhsulun qiymYti marketinq amillYrinY, marketinq strategiyas1na uyun olaraq mYyyYnlY_dirilir. MarketinqY Ysaslanan qiymYtqoyma metodunda mYssisY marketinq strategiyas1na Ysaslanan qiymYtqoyma, mYhsulun itehlak1 n faydal1l11na (qiymYtliliyinY) grY qiymYtqoyma, mYhsulun keyfiyyYtinY grY qiymYtqoyma vY e_id qrupuna grY qiymYtqoyma metodlar1ndan istifadY edY bilYr. Marketinq strategiyas1na Ysaslanan qiymYtqoyma metodu. HYr bir mYhsulun qiymYti hYllediji dYrYjYdY tYrtib edilmi_ marketinq strategiyas1ndan vY marketinq elementlYrindYn: mYssisYnin strateci mYqsYdlYrindYn, mYhsulun mvqelY_dirilmYsindYn, irYlilYdilmYsi vY bl_drmYsindYn, differensialla_d1r1lmas1ndan vY s. as1l1d1r. Buna grY dY markteinq strategiyas1na Ysaslanan qiymYtqoyma metodunda mYhsulun qiymYti vY qiymYt strategiyas1 haz1rlanm1_ marketinq strategiyas1na uyun olaraq mYyyYn edilir. MYsYlYn, yeni mYhsulun bazara 1xar1lmas1 zaman1 qiymYtin irYlilYdilmY strategiyas1na uyunla_d1r1lmas1ndan as1l1 olaraq 4 strategiyadan: 1) xaman1n srYtlY y11lmas1; 2) xaman1n lYng y11lmas1; 3) bazara srYtlY nfuz etmY vY 4) bazara lYng nfuz etmY strategiyas1ndan istifadY edilir. Xaman1n srYtlY y11lmas1 strategiyas1nda al1j1lar1n mYlumatland1r1lmas1 mYqsYdilY mYhsulun irYlilYdilmYsinY YkilYn xYrjlYrin hYjmi art1r1l1r vY mYhsula yksYk qiymYt qoyulur. Xaman1n lYng y11lmas1 strategiyas1nda mYssisY z yeni mYhsuluna yksYk qiymYt mYyyYnlY_dirir, lakin, mYyyYn sYbYblYrdYn (mYsYlYn, al1j1lar1n mYhsulu yax_1 tan1d11ndan vY ya onun haqq1nda kifayYt qYdYr mYlumatl1 olduundan vY s.) mYssisY mYhsulun irYlilYdilmYsinY az vYsait sYrf edir. Bazara srYtlY nfuzetmY strategiyas1nda isY mYssisY nYzYrdY tutduu bazar pay1na nail olmaq mYqsYdilY mYhsullar1n irYlilYdilmYsinY YkilYn xYrjlYrin sYviyyYsini art1r1r vY YksinY, mYhsula a_a1 qiymYt mYyyYn edir. Bazara lYng nfuzetmY strategiyas1nda mYssisY hYm yeni mYhsuluna a_a1 qiymYt mYyyYn edir, hYm dY onun irYlilYdilmYsinY az vYsait sYrf edir. MYhsulun qiymYtinin a_a1 olmas1na baxmayaraq, onun irYlilYdilmYsinY YkilYn xYrjlYrin sYviyyYsinin ixtisar edilmYsi mYssisYyY kifayYt hYjmdY mYnfYYt YldY etmYyY imkan verir MYhsulun istehlak1 n faydal1l11na (qiymYtliliyinY) grY qiymYtqoyma metodu. MYhsulun qiymYti bu metodla mYyyYn edildikdY onun vY ya onun mxtYlif parametrlYrinin istehlak1 n faydal1l11, qiymYtliliyi a_kar edilir vY bunun Ysas1nda qiymYtin sYviyyYsi mYyyYnlY_dirilir. Bu zaman al1j1n1n reaksiyas1na grY qiymYtqoyma, kompromis tYhlil Ysas1nda qiymYtqoyma, eksperiment Ysas1nda qiymYtqoyma vY mYhsulun istehlak1 n iqtisadi faydal1l11n1n tYhlili Ysas1nda qiymYtqoyma metodlar1n1n birindYn istifadY edilir. Al1j1 reaksiyas1na grY qiymYtqoyma metodu. QiymYt bu metodla mYyyYn edildikdY bazara tYklif edilYn mYhsul n xarakterik olan mxtYlif qiymYtlYr mYyyYn edilir vY al1j1lar aras1nda soru aparmaqla onlar1n hYmin mYhsulu hans1 qiymYtY (tYklif edilYn qiymYtlYrdYn) almaa raz1 olduqlar1 yrYnilir. Apar1lm1_ soru Ysas1nda al1j1lar mYhsulu almaa raz1 olduqlar1 qiymYtin sYviyyYsinY grY qrupla_d1r1l1r vY hYr bir qrupa daxil olan al1j1lar1n xsusi Ykisi mYyyYnlY_dirilir. MYssisY kifayYt qYdYr yksYk YkiyY malik olan qruplar1n (vY ya qrupun) qiymYtlYri (qiymYti) Ysas1nda ya mYhsulun qiymYt diapozonunu, ya da qiymYtini mYyyYn edir. Kompromis tYhlil Ysas1nda qiymYtqoyma metodu. Kompromis tYhlil Ysas1nda qiymYtqoyma metodu istehlak1lar1n mYhsula faydalar mYjmusu kimi yana_mas1 mddYas1na Ysaslan1r vY mYhsulun sat1_ qiymYti istehlak1n1n onun atributlar1na, xsusiyyYtlYrinY rYbYt sYviyyYsindYn as1l1 olaraq mYyyYn edilir. Bunun n birinji nvbYdY mYhsulun al1j1 n Yn vajib atributlar1 identifikasiya edilir vY al1j1lar1n mYhsuldan almaq istYdiyi faydalar a_kar edilir. MYhsulun qiymYti dY daxil olmaqla al1j1lar1n stnlk verdiyi hYr bir atribut zrY mxtYlif qiymYtlYndirmY dYrYjYlYri (qradasiyalar1) mYyyYn edilir vY onlar1n kombinasiyas1 Ysas1nda mYhsulun oxsayl1 profili (nYzYri jYhYtdYn profillYrin say1 atributlar1n qradasiyalar1n1n say1n1n hasili kimi hesablan1l1r) haz1rlan1r. Bundan sonra haz1rlanm1_ mYhsul profillYri iki-iki qo_ala_d1r1laraq al1j1lara tYqdim edilir vY onlardan qo_ala_d1r1lm1_ profillYrdYn hans1n1 almaa haz1r olduqlar1n1 bildirmYk xahi_ olunur. Apar1lm1_ soru Ysas1nda hYr bir atributun istehlak1 n qismYn vajibliyi sYviyyYsi (rYbYt Ykisi) vY onun Ysas1nda nisbi vajiblik sYviyyYsi (mumi rYbYt indeksi) hesablan1l1r. Bazara tYklif edilYn mYhsulun artibutlar1n rYbYt sYviyyYsini nYzYrY almaqla onun bazar pay1 vY tYmin edYjYyi mYnfYYtin mYblYi vY bu gstYrijilYrin Ysas1nda isY sat1_ qiymYti mYyyYn edilir. MYhsulun istehlak1 n iqtisadi faydal1l11n1n (EVC) tYhlili Ysas1nda qiymYtqoyma metodu. Bu qiymYtqoyma metodunda mYhsulun sat1_ qiymYti onun istehlak qiymYti Ysas1nda mYyyYn edilir. BelY ki, mYssisY z mYhsulunun qiymYtini mYyyYn etmYk n onun ox_ar mYhsulunu seir. HYmin mYhsulun istehlak qiymYtini vY onu tY_kil edYn elementlYri, yYni sat1_ qiymYtini, mYnimsYnilmYsinY (qura_d1r1lmas1, heyYtin yrYdilmYsi vY mYhsulun istifadYyY verilmYsi ilY YlaqYdar olan digYr xYrjlYr) vY istifadYdY olduu btn mddYt YrzindY istismar1na YkilYn xYrjlYrin (texniki xidmYt, tYmir, enerci vY digYr xYrjlYr) hYjmini yrYnir. Sonra isY ox_ar mYhsulun istehlak qiymYtindYn bazara tYklif etdiyi mYhsulun mYnimsYnilmYsi vY istismar1 ilY YlaqYdar olan xYrjlYrin mYblYini 1xmaqla onun sat1_ qiymYtini mYyyYn edir. DemYli, mxtYlif mYhsullar1n istehlak xsusiyyYtlYrinin bYrabYrliyi _YraitindY istismar vY mYnimsYnilmYsi xYrjlYrinin sYviyyYsi a_a1 olan mYhsula, yYni istifadYyY verilmYsi vY istismar1 istehlak1ya daha ujuz ba_a gYlYn vY bununla ona iqtisadi fayda YldY etmYyY imkan verYn mYhsula digYr mYhsullarla mqayisYdY daha yksYk qiymYt mYyyYn edilir. MYhsulun keyfiyyYtinY grY qiymYtqoyma metodu. Bu qiymYtqoyma metodundan istifadY edilmYsi bir ox al1j1lar1n mYhsulun baha olmas1n1, daha yksYk qiymYtY sat1lmas1n1 hYmin mYhsulun yksYk keyfiyyYtli olmas1 kimi qavramas1 ilY izah edilir. Buna grY dY mYssisY, adYtYn, yeni mYhsullara, oricinal mYhsullara, presticli mYhsullara vY bu tip digYr mYhsullara yksYk qiymYtlYr mYyyYn edir. MYhsul e_idi qrupuna grY qiymYtqoyma metodu. QiymYtqoyman1n bu metodunda mYhsulun qiymYti onun daxil olduu e_id qrupunun digYr mYhsullar1n1n qiymYtinY uyun olaraq mYyyYn edilir. Bu zaman qiymYti mYyyYn edilYn tYkmillY_dirilmi_ vY ya yeni mYhsulun hanibalizm faktorunu, yYni onun bazara 1xar1lmas1n1n e_id qrupuna daxil olan digYr mYhsullar1n sat1_1n1n vY mYnfYYtinin hYjmini tYsirini dY nYzYrY almaq laz1md1r. nki, hanibalizm e_id qrupuna daxil olan digYr mYhsullar1n sat1_1n hYjminin vY onlar1n sat1_dan YldY edilYn mYnfYYtin mYblYinin azalmas1na sYbYb ola bilYr. Buna grY dY tYkmillY_dirilmi_ vY ya yeni mYhsula elY qiymYt mYyyYn edilmYlidir ki, bu qiymYt hYmin mYhsulun sat1_1n1n nYzYrdY tutulan hYjmindY mYssisYnin YmtYY dvriyyYsinin vY mYnfYYtinin azalmas1n1 kompensasiya edY bilsin. Ba_qa szlY desYk, mYyyYn edilYn sat1_ qiymYti tYtbiq edildikdYn sonra tYkmillY_dirilmi_ vY ya yeni mYhsul da daxil olmaqla mYssisYnin btn mYhsullar1n sat1_1n1n hYjmi vY YldY edilYn mYnfYYtin mYblYi onlar1n YvvYlki mYblYindYn ox vY ya ona bYrabYr olsun. 9.5. MYhsulgndYrmYnin bazis _YrtlYri vY qiymYt MYhsulun qiymYtinY tYsir edYn Yn mhm amillYrdYn biri dY mYhsulgndYrmYlYrin bazis _YrtlYridir. BelY ki, mYhsulgndYrmYnin mxtYlif bazis _YrtlYrindY kontrakt qiymYtinin tYrkibinY da_1ma vY bo_altma xYrjlYri dY daxil edilir. BeynYlxalq tijarYtdY mYyyYn anla_1lmazl1qlar1 aradan qald1rmaq mYqsYdilY BeynYlxalq TijarYt Palatas1 mYhsulgndYrmYnin bazis _YrtlYrini izah edYn TijarYt TerminlYrinin TYfsirinin BeynYlxalq Qaydalar1n1 - 0nkoterms-2000 haz1rlam1_d1r. 0nkotermsY grY mYhsulgndYrmYnin bazis _YrtlYri mYhsulun istehsal1dan (sat1j1dan) istehlak1ya (al1j1ya) atd1r1lmas1 prosesindY onlar1n hdYliklYrini vY bu proses zaman1 mYhsulun xarab olmas1 vY ya mYhv olmas1 riskinin sat1j1dan al1j1ya kemYsi an1n1, hYminin da_1ma vY yklYmY-bo_altma xYrjlYrinin hans1 hissYsinin mYhsulun qiymYtinY daxil olmas1n1 mYyyYnlY_dirir. MYhsulgndYrmYnin bazis _YrtlYrindYn hans1n1n tYtbiq edilYjYyindYn as1l1 olmayaraq istehsal1 vY ya sat1j1 a_a1dak1 hdYliklYri yerinY yetirmYlidir: mYhsulgndYrmY mqavilYsinY (kontrakt1na) uyun olaraq mYhsulun gndYrilmYsini; mYhsulun gndYrilmY n haz1r olduu vY ya gndYrildiyi haqda vaxt1nda al1j1ya mYlumat vermYyi; mYhsulun yoxlanmas1, markala_d1r1lmas1 vY sertifikat1n al1nmas1 ilY YlaqYdar olan xYrjlYrin dYnilmYsini; mYhsullar1n qabla_d1r1lmam1_ halda gndYrilmYsini nYzYrdY tutan bazis _YrtlYri istisna olmaqla mYhsullar1n adi qabla_d1r1lmas1n1n tYmin edilmYsini; al1j1ya, istehlak1ya tYmiz konosament vY ya onu YvYz edYn nYqliyyat sYnYdlYrinin verilmYsini; franko-zavod mYhsulgndYrmY _Yrti istisna olmaqla, ixraj vY gmrk rYsmilY_dirilmYsilY YlaqYdar olan xYrjlYrin, rsumlar1n vY vergilYrin dYnilmYsini; franko-zavod mYhsulgndYrmY _Yrti istisna olmaqla, ixraj lisenziyas1n1n al1nmas1n1; al1j1n1n xahi_ilY onun hesab1na vY riskinY mYhsulun apar1lmas1 n zYruri olan sYnYdlYrin al1nmas1nda ona kmYk gstYrilmYsini; balanm1_ mqavilYyY uyun olaraq gndYrilmi_ mYhsulun dYyYrinin dYnilmYsi zrY hesabla_ma sYnYdlYrinin vY invoysun haz1rlanmas1 vY al1j1ya tYqdim edilmYsini; kontraktda gstYrilmi_ tarixdY (vY ya mddYtdY) vY gstYrilmi_ limanda (YrazidY, yerdY vY ya mYntYqYdY) al1j1ya tYhvil verYnY kimi mYhsulun mYhv olmas1 vY ya zYdYlYnmYsi ilY YlaqYdar olan xYrjlYrin dYnilmYsini. MYhsulgndYrmYnin bazis _YrtlYrindYn hans1n1n tYtbiq edilYjYyindYn as1l1 olmayaraq al1j1 a_a1dak1 hdYliklYri yerinY yetirmYlidir: mqavilYdY nYzYrdY tutulmu_ vaxtda vY yerdY gndYrilmi_ mYhsulu qYbul etmYyi; qYbul etdiyi mYhsulun dYyYrini mqavilYdY nYzYrdY tutulan vaxtda vY formada dYmYyi; mYhsulun vaxt1nda qYbul edilmYmYsilY YlaqYdar olan btn xYrjlYri vY jYrimYlYri dYmYyi; mYhsulgndYrmYnin bazis _YrtinY uyun olaraq mYhsulun mYhv olmas1 vY ya zYdYlYnmYsi riskinin z zYrinY gtrmYsini; rsum dYnilmYklY atd1r1lm1_d1r _YrtilY mYhsulgndYrmY istisna olmaqla, mYhsulun idxal1 vY gmrk rYsmilY_dirilmYsi xYrjlYrinin, rsumlar1n1n vY vergilYrinin dYnilmYsini; 0nkoterms-2000-dY mYhsulgndYrmYlYr 4 qrupa blnr vY onun 13 bazis _YrtindYn istifadY edilir. Bu qruplar vY onlara daxil olan bazis _YrtlYri a_a1dak1 jYdvYldY verilmi_dir (JYdvYl 9.1). Franko-zavod (gstYrilmi_ yer) mYhsulgndYrmY _Yrti (EXW - Ex Works). MYhsulun gndYrilmi_ hesab edilmYsi. MYhsul sat1j1 mYssisYnin YrazisindY vY yaxud hYmin YrazidY gstYrilmi_ ba_qa yerdY ixraj vY gmrk rYsmilY_dirilmYsi hYyata keirilmYdYn, hYminin nYqliyyat vasitYsinY yklYnmYdYn al1j1ya vY ya onun tYyin etdiyi _YxsY tYhvil verildiyi andan gndYrilmi_ hesab edilir. MYhsulun kontrakt qiymYtinin tYrkibi. Bu mYhsulgndYrmY _YrtindY mYhsulun kontrakt qiymYtinin tYrkibinY mYhsulun dYyYrilY yana_1 onun gstYrilmi_ yerY atd1r1lmas1 ilY YlaqYdar xYrjlYr (hYmin yerdY bo_altma xYrjlYri dY daxil olmaqla), hYminin mYhsulun yoxlanmas1, adi qabla_d1r1lmas1 vY markala_d1r1lmas1 xYrjlYri daxildir. RisklYrin kemYsi an1. MYhsulun mYhv olmas1 vY zYdYlYnmYsi riski vY onunla YlaqYdar olan xYrjlYr raz1la_d1r1lm1_ tarixdY vY ya mddYtdY gstYrilmi_ yerdY al1j1n1n vY ya onun tYyin etdiyi _YxsY verildiyi andan sat1j1dan al1j1ya keir. Franko-da_1y1j1 (gstYrilmi_ yer) mYhsul gndYrmY _Yrti (FCA - Free Carrier .... named place). MYhsulun gndYrilmi_ hesab edilmYsi. MYhsul ixraj vY gmrk rYsmilY_dirilmYsinin hYyata keirilmYsi, rsumlar1n1n vY vergilYrinin dYnilmYsi _YrtilY raz1la_d1r1lm1_ tarixdY vY ya mddYtdY gstYrilmi_ yerdY nYqliyyat vasitYsindYn bo_ald1lmadan al1j1n1n tYyin etdiyi _YxsY vY ya onun nmayYndYsinY tYhvil verildikdYn sonra gndYrilmi_ hesab edilir. JYdvYl 9.1 MYhsulgndYrmYnin bazis _YrtlYrinin qruplar1 vY ona daxil olan bazis _YrtlYri Qrup Qrupa daxil olan bazis _YrtiEFranko-zavodFFranko-da_1y1j1 (gstYrilmi_ yer)Franko-gYminin gyYrtYsi boyunja (gstYrilmi_ yklYnmY liman1)Franko gyYrtYdY (gstYrilmi_ yklYnmY liman1)CDYyYr vY fraxt (gstYrilmi_ tYyinat liman1)DYyYr, s1orta vY fraxt (gstYrilmi_ tYyinat liman1)Da_1nma ....dYk dYnilmi_dir (gstYrilmi_ tYyinat yeri)Da_1nma vY s1orta haqq1 ....dYk dYnilmi_dir (gstYrilmi_ tYyinat yeri)DSYrhYdY atd1r1lm1_d1r (gstYrilmi_ yerdY)GYmidYn sat1lm1_d1r (gstYrilmi_ tYyinat liman1)KrpdYn sat1lm1_d1r (gstYrilmi_ tYyinat liman1) Rsum dYnilmYdYn atd1r1lm1_d1r (gstYrilmi_ tYyinat yeri) Rsum dYnilmYklY atd1r1lm1_d1r (gstYrilmi_ tYyinat yeri) MYhsulun kontrakt qiymYtinin tYrkibi. Bu halda mYhsulun kontrakt qiymYtinY onun dYyYri, gstYrilmi_ yerY atd1r1lmas1 xYrjlYri (hYmin yerY atd1r1lana kimi aral1q mYntYqYlYrdY yklYmY-bo_altma xYrjlYri dY daxil olmaqla), gstYrilmi_ yer sat1j1n1n Yrazisi olduu halda isY mYhsulun hYmin yerdY bo_ald1lmas1 vY sat1j1n1n tYyin etdiyi da_1y1j1n1n nYqliyyat vasitYsinY yklYnmYsi xYrjlYri, ixraj vY gmrk rYsmilY_dirilmYsi xYrjlYri, rsumlar1 vY vergilYri, mYhsulun yoxlanmas1, adi qabla_d1r1lmas1 vY markala_d1r1lmas1 xYrjlYri daxildir. RisklYrin kemYsi an1. MYhsulun mYhv olmas1 vY ya zYdYlYnmYsi riski o, raz1la_d1r1lm1_ tarixdY vY ya mddYtdY gstYrilmi_ yerdY da_1y1j1n1n sYrYnjam1na verildiyi andan sat1j1dan al1j1ya keir. BYzi hallarda mYhsulun sat1j1dan gstY-rilmi_ yerY atd1r1lmas1nda bir neY da_1y1j1 i_tirak edir. Bu halda mYhsul birinji da_1y1j1ya tYhvil verildiyi andan risk sat1j1dan al1j1ya keir. Franko-gYminin gyYrtYsi boyunja (gstYrilmi_ yklYnmY liman1) mYhsulgndYrmY _Yrti (FAS - Free Alongside Ship ....named port of shipment). MYhsulun gndYrilmi_ hesab edilmYsi. 0xraj vY gmrk rYsmilY_dirilmYsinin hYyata keirilmYsi, rsumlar1n1n vY vergilYrinin dYnilmYsi _YrtilY raz1la_d1r1lm1_ tarixdY vY ya mddYtdY mYhsul gndYrmY liman1nda gYminin gyYrtYsi boyunja dzldkdYn sonra gndYrilmi_ hesab edilir. MYhsulun kontrakt qiymYtinin tYrkibi. Bu gndYrmY _YrtindY mYhsulun kontrakt qiymYtinin tYrkibinY a_a1dak1lar aiddir: mYhsulun dYyYri; mYhsulun gndYri_ liman1na atd1r1lmas1 xYrjlYri; mYhsulun gndYri_ liman1nda bo_ald1lmas1 xYrjlYri; ixraj vY gmrk rYsmilY_dirilmYsi xYrjlYri, rsumlar1 vY vergilYri; mYhsulun yoxlanmas1, adi qabla_d1r1lmas1 vY markala_d1r1lmas1 xYrjlYri. RisklYrin kemYsi. MYhsul raz1la_d1r1lm1_ tarixdY vY ya mddYtdY al1j1n1n gstYrdiyi liman1n1n krpsndY gYminin gyYrtYsi boyunja dzldy andan onun mYhv olmas1 vY ya zYdYlYnmYsi riski sat1j1dan al1j1ya keir. Franko-gyYrtYdY (gstYrilmi_ yklYnmY liman1) mYhsulgndYrmY _Yrti (FOB - Free On Board ....named port of shipment). MYhsulun gndYrilmi_ hesab edilmYsi. MYhsul gstYrilmi_ yklYnmY liman1nda gYmiyY yklYndiyi andan gndYrilmi_ hesab edilir. MYhsulun kontrakt qiymYtinin tYrkibi. Bu halda mYhsulun kontrakt qiymYtinin tYrkibinY a_a1dak1lar aiddir: mYhsulun dYyYri; mYhsulun gndYri_ liman1na atd1r1lmas1 ilY YlaqYdar olan nYqliyyat xYrjlYri; mYhsulun gYminin gyYrtYsinY yklYnmYsi xYrjlYri; ixraj vY gmrk rYsmilY_dirilmYsi xYrjlYri, rsumlar1 vY vergilYri; mYhsulun yoxlanmas1, adi qabla_d1r1lmas1 vY markala_d1r1lmas1 xYrjlYri. RisklYrin kemYsi. MYhsulun tYsadfi mYhv olmas1 vY ya zYdYlYnmYsi riski raz1la_d1r1lm1_ tarixdY vY ya mddYtdY gstYrilmi_ yklYnmY liman1nda gYminin gyYrtYsinY kediyi andan sat1j1dan al1j1ya keir. DYyYr vY fraxt (gstYrilmi_ tYyinat liman1) mYhsulgndYrmY _Yrti (CFR - Cost And Freigh ....named port of destination). MYhsulun gndYrilmi_ hesab edilmYsi. 0xraj vY gmrk rYsmilY_dirilmYsinin hYyata keirilmYsi, rsumlar1n1n vY vergilYrinin dYnilmYsi _YrtilY raz1la_d1r1lm1_ tarixdY vY ya mddYtdY mYhsul gndYrmY liman1nda gYminin tutaja1ndan gyYrtYsinY kediyi andan gndYrilmi_ hesab edilir. MYhsulun kontrakt qiymYtinin tYrkibi. Bu mYhsulgndYrmY _YrtindY mYhsulun kontrakt qiymYtinY a_a1dak1 xYrj elementlYri daxildir: mYhsulun dYyYri; mYhsulun tYyinat liman1na atd1r1lmas1 ilY YlaqYdar olan nYqliyyat xYrjlYri; mYhsulun tYyinat liman1nda bo_ald1lmas1 xYrjlYri (da_1ma mqavilYsindY tYyinat liman1nda mYhsulun bo_ald1lmas1 nYzYrdY tutulmad11 halda bo_altma xYrjlYri mYhsulun qiymYtinY daxil edilmir); ixraj vY gmrk rYsmilY_dirilmYsi xYrjlYri, rsumlar1 vY vergilYri; mYhsulun yoxlanmas1, adi qabla_d1r1lmas1 vY markala_d1r1lmas1 xYrjlYri; zYruri hallarda, mYhsulun ba_qa lkYlYrin YrazilYrindYn tranzitlY kemYsilY YlaqYdar olan gmrk rYsmilY_dirilmYsi xYrjlYri. RisklYrin kemYsi. MYhsul raz1la_d1r1lm1_ tarixdY vY ya mddYtdY gndYri_ liman1nda gYminin tutaja1ndan gyYrtYsinY kediyi andan sat1j1dan al1j1ya keir. DYyYr, s1orta vY fraxt (gstYrilmi_ tYyinat liman1) mYhsulgndYrmY _Yrti (CIF - Cost, Insurance and Freight .... named port of destination). MYhsulun gndYrilmi_ hesab edilmYsi. 0xraj vY gmrk rYsmilY_dirilmYsinin hYyata keirilmYsi, rsumlar1n1n vY vergilYrinin dYnilmYsi _YrtilY raz1la_d1r1lm1_ tarixdY vY ya mddYtdY mYhsulgndYrmY liman1nda gYminin gyYrtYsindY al1j1ya vY onun tYyin etdiyi _YxsY tYhvil verildikdY gndYrilmi_ hesab edilir. MYhsulun kontrakt qiymYtinin tYrkibi. Bu mYhsulgndYrmY _YrtindY mYhsulun kontrakt qiymYtinin tYrkibinY a_a1dak1 elementlYr daxil edilir: mYhsulun dYyYri; mYhsulun tYyinat liman1na atd1r1lmas1 ilY YlaqYdar olan nYqiliyyat xYrjlYri; mYhsulun tYyinat liman1nda bo_ald1lmas1 xYrjlYri (da_1ma mqavilYsindY tYyinat liman1nda mYhsulun bo_ald1lmas1 nYzYrdY tutulmad11 halda bo_altma xYrjlYri mYhsulun qiymYtinY daxil edilmir); ixraj vY gmrk rYsmilY_dirilmYsi xYrjlYri, rsumlar1 vY vergilYri; mYhsulun s1orta etdirilmYsinY grY dYnilYn s1orta xYrjlYrinin (mkafat1n1n) mYblYi; mYhsulun yoxlanmas1, adi qabla_d1r1lmas1 vY markala_d1r1lmas1 xYrjlYri; zYruri hallarda, mYhsulun ba_qa lkYlYrin YrazilYrindYn tranzitlY kemYsilY YlaqYdar olan gmrk rYsmilY_dirilmYsi xYrjlYri. RisklYrin kemYsi. MYhsul raz1la_d1r1lm1_ tarixdY vY ya mddYtdY yklYnmY liman1nda gYminin tutaja1ndan gyYrtYsinY kediyi andan sat1j1dan al1j1ya keir. Da_1nma ...dYk dYnilmi_dir (gstYrilmi_ tYyinat yeri) mYhsulgndYrmY _Yrti (CPT - Carriage Paid To .... named plase of destination). MYhsulun gndYrilmi_ hesab edilmYsi. 0xraj vY gmrk rYsmilY_dirilmYsinin hYyata keirilmYsi, rsumlar1n1n vY vergilYrinin dYnilmYsi _YrtilY raz1la_d1r1lm1_ tarixdY vY ya mddYtdY mYhsul gstYrilmi_ yerdY al1j1ya vY ya onun tYyin etdiyi _YxsY tYhvil verildikdY gndYrilmi_ hesab edilir. MYhsulun kontrakt qiymYtinin tYrkibi. Bu mYhsulgndYrmY _YrtindY mYhsulun kontrakt qiymYtinY a_a1dak1 qiymYt elementlYri daxildir: mYhsulun dYyYri; mYhsulun sat1j1dan gstYrilmi_ tYyinat yerinY atd1r1lmas1 ilY YlaqYdar olan btn nYqliyyat xYrjlYri; mYhsulun gstYrilmi_ tYyinat yerindY bo_ald1lmas1 xYrjlYri (da_1ma mqavilYsindY gstYrilmi_ tYyinat yerindY mYhsulun bo_ald1lmas1 nYzYrdY tutulmad11 halda bo_ald1lma xYrjlYri mYhsulun kontrakt qiymYtinY daxil edilmir); ixraj vY gmrk rYsmilY_dirilmYsi xYrjlYri, rsumlar1 vY vergilYri; mYhsulun yoxlanmas1, adi qabla_d1r1lmas1 vY markala_d1r1lmas1 xYrjlYri; zYruri hallarda, mYhsulun ba_qa lkYlYrin YrazilYrindYn tranzitlY kemY-silY YlaqYdar olan gmrk rYsmilY_dirilmYsi xYrjlYri. RisklYrin kemYsi. MYhsul raz1la_d1r1lm1_ tarixdY vY ya mddYtdY al1j1n1n tYyin etdiyi da_1y1j1ya verildiyi andan sat1j1dan al1j1ya keir. Da_1nma vY s1orta haqq1 ...dYk dYnilmi_dir (gstYrilmi_ tYyinat yeri) mYhsulgndYrmY _Yrti (CIP - Carriage and Insurance Paid To .... named place of destination). MYhsulun gndYrilmi_ hesab edilmYsi. MYhsul ixraj vY gmrk rYsmilY_dirilmYsinin hYyata keirilmYsi, rsumlar1n1n vY vergilYrinin dYnilmYsi _YrtilY raz1la_d1r1lm1_ tarixdY vY ya mddYtdY da_1y1j1ya tYhvil verildikdY gndYrilmi_ hesab edilir. MYhsulun kontrakt qiymYtinin tYrkibi. Bu mYhsulgndYrmY _YrtindY mYhsulun kontrakt qiymYtinin tYrkibinY a_a1dak1lar aid edilir: mYhsulun dYyYri; mYhsulun kontraktda gstYrilmi_ tYyinat yerinY atd1r1lmas1 ilY YlaqYdar olan nYqliyyat xYrjlYri, o jmlYdYn, sat1j1n1n balad11 da_1ma mqavilYsinin tYrkibinY daxil olan bo_altma xYrjlYri; ixraj vY gmrk rYsmilY_dirilmYsi xYrjlYri, rsumlar1 vY vergilYri; mYhsulun s1orta etdirilmYsinY grY dYnilYn s1orta xYrjlYrinin (mkafat1n1n) mYblYi; mYhsulun yoxlanmas1, adi qabla_d1r1lmas1 vY markala_d1r1lmas1 xYrjlYri; zYruri hallarda, mYhsulun ba_qa lkYlYrin YrazilYrindYn tranzitlY kemYsilY YlaqYdar olan gmrk rYsmilY_dirilmYsi xYrjlYri. RisklYrin kemYsi. MYhsul raz1la_d1r1lm1_ tarixdY vY ya mddYtdY gstYrilmi_ tYyinat yerindY da_1y1j1ya tYhvil verildiyi andan onun mYhv olmas1 vY zYdYlYnmYsi riski sat1j1dan al1j1ya keir. SYrhYdY atd1r1lm1_d1r (gstYrilmi_ yerdY) mYhsulgndYrmY _Yrti (DAF - Delivered At Frontier ....named place). MYhsulun gndYrilmi_ hesab edilmYsi. MYhsul ixraj vY gmrk rYsmilY_dirilmYsinin hYyata keirilmYsi, rsumlar1n1n vY vergilYrinin dYnilmYsi _YrtilY raz1la_d1r1lm1_ tarixdY vY ya mddYtdY sat1j1 lkYnin sYrhYdindY mYyyYn olunmu_ yerdY nYqliyyat vasitYsindYn bo_ald1lmadan al1j1ya tYhvil verildiyi andan gndYrilmi_ hesab edilir. MYhsulun kontrakt qiymYtinin tYrkibi. Bu halda mYhsulun kontrakt qiymYtinin tYrkibinY a_a1dak1 qiymYt elementlYri daxil edilir: mYhsulun dYyYri; mYhsulun sYrhYddY gstYrilmi_ yerY qYdYr atd1r1lmas1 ilY YlaqYdar olan nYqliyyat xYrjlYri; ixraj vY gmrk rYsmilY_dirilmYsi xYrjlYri, rsumlar1 vY vergilYri; mYhsulun yoxlanmas1, adi qabla_d1r1lmas1 vY markala_d1r1lmas1 xYrjlYri; zYruri hallarda, mYhsulun ba_qa lkYlYrin YrazilYrindYn tranzitlY kemYsilY YlaqYdar olan gmrk rYsmilY_dirilmYsi xYrjlYri. RisklYrin kemYsi. MYhsulun mYhv olmas1 vY zYdYlYnmYsi riski raz1la_d1r1lm1_ tarixdY vY ya mddYtdY sat1j1 lkYnin sYrhYdindY gstYrilmi_ yerdY al1j1n1n sYrYnjam1na verildiyi andan sat1j1dan al1j1ya keir. GYmidYn sat1lm1_d1r (gstYrilmi_ tYyinat liman1) mYhsulgndYrmY _Yrti (DES - Delivered Ex Ship ....named port of destination). MYhsulun gndYrilmi_ hesab edilmYsi. MYhsul ixraj vY gmrk rYsmilY_dirilmYsinin hYyata keirilmYsi, rsumlar1n1n vY vergilYrinin dYnilmYsi _Yrti ilY raz1la_d1r1lm1_ tarixdY vY ya mddYtdY tYyinat liman1nda gYmidYn bo_ald1lmadan al1j1ya tYhvil verildikdY gndYrilmi_ hesab edilir. MYhsulun kontrakt qiymYtinin tYrkibi. Bu mYhsulgndYrmY _YrtinY grY mYhsulun kontrakt qiymYtinin tYrkibinY a_a1dak1lar aiddir: mYhsulun dYyYri; mYhsulun tYyinat liman1na atd1r1lmas1 ilY YlaqYdar olan nYqliyyat xYrjlYri; ixraj vY gmrk rYsmilY_dirilmYsi xYrjlYri, rsumlar1 vY vergilYri; mYhsulun yoxlanmas1, adi qabla_d1r1lmas1 vY markala_d1r1lmas1 xYrjlYri; zYruri hallarda, mYhsulun ba_qa lkYlYrin YrazilYrindYn tranzitlY kemYsi ilY YlaqYdar olan gmrk rYsmilY_dirilmYsi xYrjlYri. RisklYrin kemYsi. MYhsulun mYhv olmas1 vY zYdYlYnmYsi riski onun raz1la_d1r1lm1_ tarixdY vY ya mddYtdY mYyyYnlY_dirilmi_ mYntYqYdY gYminin gyYrtYsindY al1j1n1n sYranjam1na verildiyi andan sat1j1dan al1j1ya keir. KrpdYn sat1lm1_d1r (gstYrilmi_ tYyinat liman1) mYhsulgndYrmY _Yrti (DEQ - Delivered Ex Quay (Duty Paid) .... named port of destination). MYhsulun gndYrilmi_ hesab edilmYsi. MYhsul ixraj vY gmrk rYsmilY_dirilmYsi xYrjlYri, rsumlar1 vY vergilYri dYnilmYk _YrtilY raz1la_d1r1lm1_ tarixdY vY ya mddYtdY tYyinat liman1ndak1 krpdY al1j1ya tYhvil verildikdY gndYrilmi_ hesab edilir. MYhsulun kontrakt qiymYtinin tYrkibi. Bu mYhsulgndYrmY _YrtindY mYhsulun kontrakt qiymYtinin tYrkibinY a_a1dak1lar aiddir: mYhsulun dYyYri; mYhsulun gstYrilmi_ tYyinat liman1na kimi atd1r1lmas1 ilY YlaqYdar olan nYqliyyat xYrjlYri; mYhsulun gstYrilmi_ tYyinat liman1nda krpyY bo_ald1lmas1 xYrjlYri; ixraj vY gmrk rYsmilY_dirilmYsi xYrjlYri, rsumlar1 vY vergilYri; mYhsulun yoxlanmas1, adi qabla_d1r1lmas1 vY markala_d1r1lmas1 xYrjlYri; zYruri hallarda, mYhsulun ba_qa lkYlYrin YrazilYrindYn tranzitlY kemYsilY YlaqYdar olan gmrk rYsmilY_dirilmYsi xYrjlYri. RisklYrin kemYsi. MYhsulun mYhv olmas1 vY zYdYlYnmYsi riski onun raz1la_d1r1lm1_ tarixdY vY ya mddYtdY gstYrilmi_ tYyinat liman1nda gYminin gyYrtYsindYn krpyY bo_ald1ld11 andan sat1j1dan al1j1ya keir. Rsum dYnilmYdYn atd1r1lm1_d1r (gstYrilmi_ tYyinat yeri) mYhsulgndYrmY _Yrti (DDU - Delivered Duty Unpaid) .... named place of destination). MYhsulun gndYrilmi_ hesab edilmYsi. MYhsul ixraj vY gmrk rYsmilY_dirilmYsi xYrjlYri, rsumlar1 vY vergilYri dYnilmYk, idxal vY gmrk rYsmilY_dirilmYsi xYrjlYri, rsumlar1 vY vergilYri isY dYnilmYmYk _YrtilY raz1la_d1r1lm1_ tarixdY vY ya mddYtdY gstYrilmi_ tYyinat yerindY birba_a nYqliyyat vasitYsindY al1j1ya tYhvil verildikdY gndYrilmi_ hesab edilir. MYhsulun qiymYtinin tYrkibi. Bu halda mYhsulun kontrakt qiymYtinY a_a1dak1 xYrj elementlYri daxil olur: mYhsulun dYyYri; mYhsulun tYyinat yerinY atd1r1lmas1 ilY YlaqYdar olan nYqliyyat xYrjlYrinin mYblYi; ixraj vY gmrk rYsmilY_dirilmYsi xYrjlYri, rsumlar1 vY vergilYri; mYhsulun yoxlanmas1, adi qabla_d1r1lmas1 vY markala_d1r1lmas1 xYrjlYri; zYruri hallarda, mYhsulun ba_qa lkYlYrin YrazilYrindYn tranzitlY kemYsilY YlaqYdar olan gmrk rYsmilY_dirilmYsi xYrjlYri. RisklYrin kemYsi. MYhsulun mYhv olmas1 vY zYdYlYnmYsi riski onun raz1la_d1r1lm1_ tarixdY vY ya mddYtdY gstYrilmi_ tYyinat yerindY nYqliyyat vasitYsindYn bo_ald1lmadan al1j1n1n sYrYnjam1na verildiyi andan sat1j1dan al1j1ya keir. Rsum dYnilmYklY atd1r1lm1_d1r (gstYrilmi_ tYyinat yeri) mYhsulgndYrmY _Yrti (DDP - Delivered Duty Paid) .... named place of destination). MYhsulun gndYrilmi_ hesab edilmYsi. MYhsul idxal vY gmrk rYsmilY_dirilmYsi xYrjlYri, rsumlar1 vY vergilYri dY dYnilmYk _YrtilY raz1la_d1r1lm1_ tarixdY vY ya mddYtdY gstYrilmi_ tYyinat yerindY al1j1ya tYhvil verildikdY gndYrilmi_ hesab edilir. MYhsulun kontrakt qiymYtinin tYrkibi. Bu halda mYhsulun kontrakt qiymYtinin tYrkibinY a_a1dak1 qiymYt elementlYri daxildir: mYhsulun dYyYri; mYhsulun tYyinat yerinY atd1r1lmas1 ilY YlaqYdar olan nYqliyyat xYrjlYri; ixraj vY gmrk rYsmilY_dirilmYsi xYrjlYri, rsumlar1 vY vergilYri; idxal vY al1j1n1n lkYsindY gmrk rYsmilY_dirilmYsi xYrjlYri, rsumlar1 vY vergilYri; mYhsulun yoxlanmas1, adi qabla_d1r1lmas1 vY markala_d1r1lmas1 xYrjlYri; zYruri hallarda, mYhsulun ba_qa lkYlYrin YrazilYrindYn tranzitlY kemYsilY YlaqYdar olan gmrk rYsmilY_dirilmYsi xYrjlYri. RisklYrin kemYsi. MYhsulun mYhv olmas1 vY zYdYlYnmYsi riski onun raz1la_d1r1lm1_ tarixdY vY ya mddYtdY gstYrilmi_ tYyinat yerindY al1j1n1n sYrYnjam1na verildiyi andan sat1j1dan al1j1ya keir. zn oxlama suallar1 vY tap_1r1qlar 1. QiymYt nYdir? MarketinqdY qiymYt hans1 funksiyalar1 yerinY yetirir? QiymYtY tYsir edYn amillYri izah edin. 2. QiymYt elastikliyi nYyi xarakterizY edir vY nejY hesablan1l1r? QiymYtin 10% artmas1 tYlYbin 25% azalmas1na sYbYb olmu_dur. QiymYt elastikliyini hesablay1n. Al1nm1_ nYtijYni izah edin. 3. QiymYt hans1 YlamYtlYrY grY tYsniflY_dirilir? QiymYtin dnya bazar1 qiymYti kimi qYbul edilmYsi n o, hans1 _YrtlYrY javab vermYlidir? 4. QiymYtqoyman1n hans1 metodlar1 mvjuddur? 0stehsal xYrjlYrinY Ysaslanan qiymYtqoyma metodunun stnlk vY at1_mazl11n1 izah edin. 5. A mYhsulunun maya dYyYri 12000 manat tY_kil edir. 0stehsal1 mYssisY vasitYiyY sat1_ qiymYtinin 20% hYjmindY gzY_t etmYyi nYzYrdY tutur. Bu halda mYhsulun sat1_ qiymYti neY manat olmal1d1r? 6. Son hYdd qiymYtqoyma metodunun mahiyyYtini izah edin. ZYrYrsizlik nqtYsindY gYlirlYrlY xYrjlYr aras1ndak1 fYrq nYyY bYrabYrdir? 7. Kontrakt qiymYtlYrinin mYyyYn edilmYsi prosedurunu izah edin. dYmY _YrtinY grY dzYli_ Ymsal1 nejY hesablan1l1r? 8. MYhsulgndYrmYnin bazis _YrtlYrindY sat1j1 vY al1j1n1n hdYliklYrini izah edin. 9. CIF bazis _YrtindY kontrakt qiymYtinin tYrkibinY hans1 xYrjlYr daxil edilir? MYhsulgndYrmYnin CIP bazis _YrtilY CIF bazis _Yrti aras1ndak1 fYrq nYdYn ibarYtdir? 0stifadY edilmi_ YdYbiyyat1n siyah1s1 Akuli 0. L., Demenko E. V., Osnov1 marketinqa, Minsk, V1_gy_aY _kola, 1998, s. 142-180 Assel Q., Marketinq: prinip1 i strateqiY, Uebnik dlY vuzov, M., 0NFRA-M, 1999, s. 621-680 Baqiev Q. L., Tarasevi V. M., Ann X., Marketinq, SPb., Piter, 2006, s.12-286-430 Qolubkov E. P., Osnov1 marketinqa, Uebnik, M., Franspress, 1999, s. 332-364 Djobber D., Prinip1 i praktika marketinqa, Uebnoe posobie, M., 0zdatelskiy dom VilYms, 2000, s. 289-319 TijarYt terminlYrinin tYfsirinin beynYlxalq qaydalar1: 0nkoterms, Bak1, 2001 Kak opredelYtsY en1 na tovar1 pri gksportno-importn1x sdelkax. ., , 1989 Kotler F., Armstronq Q., Sonders Dj., Vonq V., Osnov1 marketinqa, 2-e evrop. izd., Kiev; Moskva; Sankt-Peterburq, 0zdatelskiy dom VilYms, 1998, s. 741-822 Kotler F., Marketinqin Ysaslar1, Bak1, Ergn, 1993, s. 254-288 Lamben Jan Jak, Menedjment, orientirovann1y na r1nok. Strateqieskiy i operaionn1y marketinq, SPb., Piter, 2004, s. 607-658 Marketinq, M., Banki i birji, 1996, s. 263-304 MYmmYdov X., MirzYyev S., Marketinqin Ysaslar1, Bak1, QAPP-POL0QRAF, 2001, s. 128-154 Gvans Dj. 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