Harm in price promotions: when coupons elicit reactance

Trump, Rebecca K.

doi:10.1108/jcm-02-2015-1319

Cited by 24 publications

(16 citation statements)

References 48 publications

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“…Steindl and Jonas (2015) determined the significant positive effect of reactance on aggressive behavioral intention in advertising. Trump (2016) corroborated that psychological reactance weakens individuals' responses toward sales promotions.…”

Section: Consequences Of Attitudinal Factors In the Hotel Contextmentioning

confidence: 70%

The effect of green CSR skepticism on positive attitude, reactance, and behavioral intention

Kwon

Ahn

2020

JHTI

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PurposeThis paper aims to examine the impact of corporate social responsibility (CSR) skepticism on dual types of attitudinal factors (i.e. positive attitude and reactance) and examine the impact of attitudinal factors on customers' behavioral intention.Design/methodology/approachThis study applies mixed-method research to examine the link between CSR skepticism, positive attitude, reactance and behavioral intention based on attitude-behavior-context theory.FindingsAs predicted, CSR skepticism weakens a favorable attitude toward CSR, whereas it increases the level of reactance. Also, CSR skepticism negatively influences behavioral intention, while positive attitude and reactance positively influence behavioral intention.Originality/valueUnderstanding customers' skepticism toward CSR has become increasingly important because of its negative consequences. Despite existing studies on CSR skepticism, few have focused on why and how CSR skepticism leads to negative behavioral outcomes. Thus, this research contributes to existing tourism literature by examining the role of CSR skepticism on their attitude and behavior. Findings will help researchers and practitioners understand how CSR skepticism impacts customers' behavioral intention and develops CSR strategies to enhance the behavioral intention to patronize.

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Section: Consequences Of Attitudinal Factors In the Hotel Contextmentioning

confidence: 70%

The effect of green CSR skepticism on positive attitude, reactance, and behavioral intention

Kwon

Ahn

2020

JHTI

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“…Defined formally, it is consumer reluctance to pay for a product's distinguishing features when the price is perceived as too high (Monroe & Petroshius, ; Sinha & Batra, ). There is a trade‐off that occurs where the consumer considers price regarding other aspects of the exchange such as risk, perceived benefits, and quality (Monroe & Petroshius, ; Trump, ). Price‐consciousness entails a consumer's unwillingness to pay a higher price in exchange for a product and/or a focus the consumer has on paying low prices (Lichtenstein, Ridgway, & Netemeyer, ; Sen & Block, ; Sinha & Batra, ).…”

Section: Literature Review and Conceptual Modelmentioning

confidence: 99%

Regret and nonredemption of daily deals: Individual differences and contextual influences

Scheinbaum

Shah

Kukar‐Kinney

et al. 2020

Psychology and Marketing

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The growth of online daily deal price promotions and the resulting consumer nonredemption of daily deal coupons is worthy of understanding from a psychological lens of nonconsumption. Whereas there is an emerging literature on daily deals and established literature on barriers to redemption, there exists a gap in where this scholarship intersects. This study provides a conceptual model explaining why consumers purchase daily deal coupons and do not redeem them. We explain consumers’ reasons for buying a daily deal upfront along with their reasons for not using it from theoretical lenses of reasons theory and social motivations theory. On testing the model empirically with qualitative and deepening insight via quantitative methods, the findings reveal that reasons for purchasing daily deals are rooted in individual consumer‐level factors (i.e., price‐consciousness, buying impulsiveness, and susceptibility to interpersonal normative influence). Further, reasons for nonredemption are explained by contextual elements of the daily deal (i.e., offer distinctiveness, the total number of daily deals sold, restrictions on using the deal, and low discount size). Our findings suggest that post‐purchase regret ultimately explains a key reason deals go unused. Marketing implications are offered in the areas of characteristics of daily deal offers.

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“…No entanto também podem ter implicações negativas conforme foi demonstrado por vários autores. Por exemplo Trump (2016) demonstrou que quando os prazos de reclamação dos cupões são curtos, a utilização desta tática pode gerar atitudes negativas em relação à marca do hotel.…”

Section: O Papel Das Táticas De Preço Promoções De Vendas E Mensagens Pop-up De Incentivo à Compraunclassified

A influência do fator preço e eficácia das táticas promocionais no setor hoteleiro

Sá

Azevedo

2020

PDM

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O objetivo principal deste estudo é analisar a importância do fator preço e avaliar a eficácia das táticas promocionais no setor hoteleiro. Nesse sentido foi desenvolvido um questionário divulgado online, com o intuito de identificar qual o motivo e o número de dormidas por ano em hotéis, bem como a preferência da reserva (internet versus agência de viagens), das ofertas e das promoções existentes nos hotéis, para além de analisar quanto é que os consumidores estavam dispostos a pagar por um hotel low-cost e por um hotel de luxo, traçando uma perspetiva geral do perfil do turista. A amostra contou com um total de 323 indivíduos. Os resultados do estudo permitem concluir que os atributos referentes às duas categorias de hotéis e os critérios de escolha, bem como a intenção de compra têm importância significativa tanto no montante a pagar como na preferência/satisfação do consumidor.

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Harm in price promotions: when coupons elicit reactance

Cited by 24 publications

References 48 publications

The effect of green CSR skepticism on positive attitude, reactance, and behavioral intention

The effect of green CSR skepticism on positive attitude, reactance, and behavioral intention

Regret and nonredemption of daily deals: Individual differences and contextual influences

A influência do fator preço e eficácia das táticas promocionais no setor hoteleiro

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