Communicating Price Information through Semantic Cues: The Moderating Effects of Situation and Discount Size

The effect of store name, brand name and price discounts on consumers' evaluations and purchase intentions

“…Furthermore, past research has demonstrated that just the use of semantic phrases or indications of sales can further stimulate consumers' interest (Inman, McAlister, and Hoyer, 1990) and further enhance the effectiveness of these promotions. However, retailers need to be careful of what cues are used as past research demonstrates the effectiveness of these semantic cues (e.g., regular price/sale price; price vs. compare atl sale price) are contingent on the discount size and consumers' shopping interest level (search vs. evaluation) (see Grewal, Marmorstein, and Sharma, 1996).…”

Use it or lose it: purchase acceleration effects of time‐limited promotions

“…Marketers frequently make use of semantic cues (Grewal et al, 1996) (Craig, 2001), is also an example of this type of semantic cue. The third type of semantic cue for price promotions could compare an existing price with a future (higher) price.…”

Does the salesperson like customers? A conceptual and empirical examination of the persuasive effect of perceptions of the salesperson's affect toward customers

“…The primary dependent variables measured persuasion by measuring product evaluation and intention to buy on 9-point scales that were adapted from Grewal, Marmorstein, and Sharma (1996), and modified for the specific scenario. The coefficient alphas for the two scales were 0.92 and 0.94, respectively, and the scales are presented in Appendix A.…”