Years, Months, and Days versus 1, 12, and 365: The Influence of Units versus Numbers

Monga, Ashwani; Bagchi, Rajesh

doi:10.1086/662039

Cited by 101 publications

(99 citation statements)

References 52 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…In other words, the purchase quantity becomes more influential when the discount is based on dollars. This conclusion is consistent with previous findings on the unit effect, showing that the unit in which quantitative information is described affects consumer perceptions and decisions (Burson et al, 2009;Monga and Bagchi, 2012;Pandelaere et al, 2011).…”

Section: Discussion and Managerial Implicationssupporting

confidence: 93%

Buy four get 30% off: how consumers respond to missing a quantity discount

Huang

Yang

2015

European Journal of Marketing

View full text Add to dashboard Cite

2015),"Buy four get 30% off: how consumers respond to missing a quantity discount", European Journal of Marketing, Vol. 49 Iss 7/8 pp. -Permanent link to this document: http://dx.If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information. About Emerald www.emeraldinsight.comEmerald is a global publisher linking research and practice to the benefit of society. The company manages a portfolio of more than 290 journals and over 2,350 books and book series volumes, as well as providing an extensive range of online products and additional customer resources and services.Emerald is both COUNTER 4 and TRANSFER compliant. The organization is a partner of the Committee on Publication Ethics (COPE) and also works with Portico and the LOCKSS initiative for digital archive preservation.

show abstract

Section: Discussion and Managerial Implicationssupporting

confidence: 93%

Buy four get 30% off: how consumers respond to missing a quantity discount

Huang

Yang

2015

European Journal of Marketing

View full text Add to dashboard Cite

show abstract

“…If the effects emerge in nonnumerical contexts then it would rule this out. This study also rules out a numerosity-based explanation (e.g., Bagchi and Li 2011;Bagchi and Davis 2012;Monga and Bagchi 2012;Pelham, Sumarta, and Myaskovsky 1994) for our effects-that is, our effects emanate not because of directionality, as we propose, but because of the largeness of numbers.…”

Section: Discussioncontrasting

confidence: 43%

Is A 70% Forecast more Accurate than a 30% Forecast? How Level of a Forecast Affects Inferences about Forecasts and Forecasters

Bagchi

Ince

2016

Journal of Marketing Research

Self Cite

View full text Add to dashboard Cite

Consumers routinely rely on forecasters to make predictions about uncertain events (e.g., sporting contests, stock fluctuations). The authors demonstrate that when forecasts are higher versus lower (e.g., a 70% vs. 30% chance of team A winning a game), consumers infer that the forecaster is more confident in his or her prediction, has conducted more in-depth analyses, and is more trustworthy. Consumers also judge the prediction as more accurate. This occurs because people tend to evaluate forecasts on the basis of how well they predict a target event occurring (e.g., team A winning). Higher forecasts indicate greater likelihood of the target event occurring and signal a confident analyst, while lower forecasts indicate lower likelihood and lower confidence in the target event occurring. Yet because with lower forecasts, consumers still focus on the target event (rather than its complement), lower confidence in the target event occurring is erroneously interpreted as the forecaster being less confident in his or her overall prediction (instead of more confident in the complementary event occurring, i.e., team A losing). The authors identify boundary conditions, generalize to other prediction formats, and demonstrate consequences of their findings.

show abstract

“…The results are inconclusive. Monga and Bagchi (; Study 2) observed that the numerosity effect does indeed emerge in an intertemporal choice context, but only for concrete, not for abstract, mindsets. Moreover, their study does not tell us what the default numerosity effect may be, because the study lacks a control condition (i.e., when no mindset is induced).…”

Section: The Numerosity Heuristicmentioning

confidence: 96%

When Intertemporal Rewards Are Hedonic, Larger Units of Wait Time Boost Patience

2017

Self Cite

View full text Add to dashboard Cite

In intertemporal choices between smaller‐sooner (SS) and larger‐later (LL) rewards, five studies reveal that patience for the LL option is influenced by an interactive effect of the measurement units used to express wait time (large vs. small) and the type of the reward (hedonic vs. utilitarian). Specifically, larger time units boost patience, but more so when rewards are hedonic rather than utilitarian. In line with the numerosity heuristic, the effect of time units on patience is mediated by larger time units shrinking wait time perception. This effect arises because hedonic (vs. utilitarian) rewards promote a reliance on heuristics rather than systematic calculations. Therefore, a more calculative mindset diminishes the effect of units even for hedonic rewards and eliminates the hedonic‐utilitarian asymmetry. These results contribute to research on numerosity, intertemporal choice, and hedonic‐utilitarian differences, and offer a simple tool for practitioners to influence patience.

show abstract

Years, Months, and Days versus 1, 12, and 365: The Influence of Units versus Numbers

Cited by 101 publications

References 52 publications

Buy four get 30% off: how consumers respond to missing a quantity discount

Buy four get 30% off: how consumers respond to missing a quantity discount

Is A 70% Forecast more Accurate than a 30% Forecast? How Level of a Forecast Affects Inferences about Forecasts and Forecasters

When Intertemporal Rewards Are Hedonic, Larger Units of Wait Time Boost Patience

Contact Info

Product

Resources

About