Framing the deal: The role of restrictions in accentuating deal value

Journal of Consumer Research

Volumn 24, Issue 1, 1997, Pages 68-79

  Inman, J Jeffrey ^a   Peter, Anil C ^b   Raghubir, Priya ^c  

^a UNIVERSITY OF WISCONSIN MADISON   (United States)

^b UNIVERSITY OF SOUTHERN CALIFORNIA   (United States)

^c UNIVERSITY OF CALIFORNIA   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0031508324     PISSN: 00935301     EISSN: None     Source Type: Journal    
DOI: 10.1086/209494     Document Type: Article

References (26)

1. Baron, Reuben M. and David A. Kenny (1986), "The Moderator-Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations," Journal of Personality and Social Psychology, 51 (December), 1173-1182.
2. Bozzolo, Anita M. and Timothy C. Brock (1992), "Unavailability Effects on Message Processing: A Theoretical Analysis and an Empirical Test," Basic and Applied Social Psychology, 13 (March), 93-101.
3. Cacioppo, John T. and Richard E. Petty (1982), "The Need for Cognition," Journal of Personality and Social Psychology, 42 (January), 116-131.
4. _, Richard E. Petty, and Chuan F. Kao (1984), "The Efficient Assessment of Need for Cognition," Journal of Personality Assessment, 48 (June), 306-307.
5. Chaiken, Shelly (1980), "Heuristic versus Systematic Information Processing and the Use of Source versus Message Cues in Persuasion," Journal of Personality and Social Psychology, 39 (November), 752-766.
6. Cialdini, Robert B. (1985), Influence: Science and Practice. Glenview, IL: Scott, Foresman.
7. Das, Priya Raghubir (1992), "Semantic Cues and Buyer Evaluation of Promotional Communication," in Enhancing Knowledge Development in Marketing, Vol. 3, ed. Robert P. Leone and V. Kumar, Chicago: American Marketing Association, 12-17.
8. Feldman, Jack M. and John G. Lynch, Jr. (1988), "Self-Generated Validity and Other Effects of Measurement on Belief, Attitude, Intention and Behavior," Journal of Applied Psychology, 73 (August), 421-435.
9. Folger, Robert (1992), "On Wanting What We Do Not Have," Basic and Applied Social Psychology, 13 (March), 123-133.
10. Fromkin, H. L. (1970), "Effects of Experimentally Aroused Feelings of Undistinctiveness upon Valuation of Scarce and Novel Experiences," Journal of Personality and Social Psychology, 16 (November), 521-529.
11. Goldman, Arieh, Robert Krider, and Seshan Ramaswami (1996), "Factors Impeding Market Share Growth of Supermarkets: Food Retail Modernization in Hong Kong," Working Paper No. 96.082, Hong Kong University.
12. Haugtvedt, Curtis P., Richard E. Petty, and John T. Cacioppo (1992), "Need for Cognition and Advertising: Understanding the Role of Personality Variables in Consumer Behavior," Journal of Consumer Psychology, 1 (3), 239-260.
13. _ and Richard E. Petty (1992), "Personality and Persuasion: Need for Cognition Moderates the Persistence and Resistance of Attitude Changes," Journal of Personality and Social Psychology, 63 (August), 308-319.
14. Inman, J. Jeffrey, Leigh McAlister, and Wayne D. Hoyer (1990), "Promotion Signal: Proxy for a Price Cut?" Journal of Consumer Research, 17 (June), 74-81.
15. Lessne, Greg J. and Elaine M. Notarantonio (1988), "The Effect of Limits in Retail Advertisements: A Reactance Theory Perspective," Psychology and Marketing, 5 (Spring), 33-44.
16. Lichtenstein, Donald R., Scot Burton, and Eric J. Karson (1991), "The Effect of Semantic Cues on Consumer Perceptions of Reference Price Ads," Journal of Consumer Research, 18 (December), 380-391.
17. Lynn, Michael (1989), "Scarcity Effects on Desirability: Mediated by Assumed Expensiveness?" Journal of Economic Psychology, 10 (June), 257-274.
18. _ (1991), "Scarcity Effects on Value: A Quantitative Review of the Commodity Theory Literature," Psychology and Marketing, 8 (Spring), 43-57.
19. _ (1992), "Scarcity's Enhancement of Desirability: The Role of Naive Economic Theories," Basic and Applied Social Psychology, 13 (March), 67-78.
20. Maheswaran, Durairaj and Shelly Chaiken (1991). "Promoting Systematic Processing in Low Motivation Settings: Effects of Incongruent Information on Processing and Judgment," Journal of Personality and Social Psychology, 61 (July), 13-25.
21. Menon, Geeta, Priya Raghubir, and Norbert Schwarz (1995), "Behavioral Frequency Judgments: An Accessibility-Diagnosticity Framework," Journal of Consumer Research, 22 (September), 212-28.
22. Rosenthal, Robert (1978), "Combining Results of Independent Studies," Psychological Bulletin, 85 (January), 185-193.
23. Simonson, Itamar (1992), "The Influence of Anticipating Regret and Responsibility on Purchase Decisions," Journal of Consumer Research, 19 (June), 105-118.
24. Verhallen, T. M. M. (1982), "Scarcity and Consumer Choice Behavior," Journal of Economic Psychology, 2 (December), 299-322.
25. _ and Henry S. J. Robben (1995), "Unavailability and the Evaluation of Goods," Kyklos, 48 (3), 369-387.
26. Wansink, Brian, Robert J. Kent, and Stephen J. Hoch (1997), "How Internal and External Anchors Influence Purchase Quantity Decisions," working paper, University of Pennsylvania, Marketing Department.