Using invoice price information to frame advertised offers

Bearden, William O.; Carlson, Jay P.; Hardesty, David M.

doi:10.1016/s0148-2963(01)00225-9

Cited by 56 publications

(35 citation statements)

References 34 publications

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“…Bearden et al [68] and Maxwell [69] showed a negative correlation between PPF and price paid in OPS conditions which is statistically supported by this study, having said that it must be considered that PPF in OPS only shares 1.7% of the variability in the indicated price. The loess curve shows that PPF only decreases up to an amount paid of approximately $5.…”

Section: Interpretation Of the Resultssupporting

confidence: 84%

Perceived Price Fairness in Pay-What-You-Want: A Multi-Country Study

Bettray¹,

Suessmair²,

Dorn³

2017

AJIBM

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The present study investigated perceived price fairness (PPF) and aimed to reveal determinants of PPF within the participative pricing mechanism paywhat-you-want (PWYW). Results support the hypothesis that PPF in PWYW conditions is higher than PPF in ordinary price setting (OPS) conditions. Determinants of PPF in PWYW conditions were identified to include both the price level and the degree of social interaction. Whereas the results conform to previous research that PPF correlates negatively with the price level in OPS conditions, this study reveals a positive correlation between the price level and PPF in PWYW conditions, which suggests that the buyer's mental model of PPF varies with the process of price determination. Therefore, future research should re-examine consequences of PPF in PWYW conditions. Additionally, results show cross-country differences of PPF and the influence of the price level on PPF.

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Section: Interpretation Of the Resultssupporting

confidence: 84%

Perceived Price Fairness in Pay-What-You-Want: A Multi-Country Study

Bettray¹,

Suessmair²,

Dorn³

2017

AJIBM

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“…Therefore, reflective measurement is appropriate (Jarvis, MacKenzie, & Podsakoff, 2003). To measure quality, we applied three items that Bearden, Carlson, and Hardesty (2003) propose in the context of retail price advertising. Our network effects variables (expected IB, expected direct network effect, expected indirect network effect) are based on the few individuallevel studies published to date.…”

Section: Methodsmentioning

confidence: 99%

“…[7-point rating scale with 1 = very little variety and 7 = very much variety] Perceived software quality •Compared to other game consoles of a similar style, how would you rate the average quality of the game catalogue? [7-point rating scale with 1 = much lower and 7 = much higher] Bearden et al (2003) • (2003) •At the given price, I feel that I am getting a good quality gaming system (console and games) for a reasonable price.…”

Section: Item Wording Sourcementioning

confidence: 99%

Platform adoption in system markets: The roles of preference heterogeneity and consumer expectations

Steiner

Wiegand

Eggert

et al. 2016

International Journal of Research in Marketing

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“…The consumer feels that there is a manipulative intent when he perceives an imbalance between the benefits and the costs proposed by the seller (Campbell, 1995). The perceived cost of the product plays a major role in judging price fairness (Bearden, Carlson, & Hardesty 2003;Thaler 1983) especially when we take into consideration its perceived legitimacy (Hunt, Kernanand Mizerski, 1983;Weiner 2000;Vaidyanathan & Aggraw, 2003;Bolton, Warlop, & Alba, 2003). When cost is perceived as controlled by the seller (e.g., personnel costs), it is likely to be considered less legitimate than other factors which are beyond his control (e.g., inflation, energy or logistics costs).…”

Section: Complex Price Communication and Perceived Fairness: The Rolementioning

confidence: 99%

Effects of Complex Price Communication on Fairness: Case of a Sequential Communication

Amor¹

2016

IJMS

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Nowadays, pricing is one of the most challenging tasks for marketers. Despite its importance for both academics and practitioners, consumers' reactions to prices remain not clear, especially with the emergence of new forms of prices, among which we can highlight the use of complex prices, which is becoming increasingly popular. Complex prices' perception is highly dependent on the way they are communicated; consequently, complex prices communication plays a crucial role in shaping perception. This study is a continuity of previous researches that have validated the perceptual effects of complex prices communication. It attempts to show the effects complex prices communication has on its perceived fairness. In addition, the effects of the moderating variables; Seller Credibility and Responsibility Attribution (i.e., inferred motive) are studied. One hundred thirty-five undergraduate students participated in the study. They were randomly assigned to 2 (sequential communication of complex price vs non sequential communication of complex price) x2 (credible seller vs less credible seller) conditions. Manipulation consisted of presenting a scenario of buying an online air ticket. The results of our research highlight that sequential complex price communication has a significant effect on its perceived fairness. In particular, the results show that the perceived fairness of price is more negatively affected when the seller lacks credibility according to consumers. Also, it has been proved that the delayed communication of some of the complex price components could be perceived as a way to get a higher profit, which deepens the negative perceived fairness.

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Using invoice price information to frame advertised offers

Cited by 56 publications

References 34 publications

Perceived Price Fairness in Pay-What-You-Want: A Multi-Country Study

Perceived Price Fairness in Pay-What-You-Want: A Multi-Country Study

Platform adoption in system markets: The roles of preference heterogeneity and consumer expectations

Effects of Complex Price Communication on Fairness: Case of a Sequential Communication

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