Pricing retail services

Journal of Business Research

Volumn 55, Issue 12, 2002, Pages 1015-1023

  Hoffman, K Douglas ^a   Turley, L W ^b   Kelley, Scott W ^c  

^a Department of Environmental and Radiological Health Sciences   (United States)

^b WESTERN KENTUCKY UNIVERSITY   (United States)

^c UNIVERSITY OF KENTUCKY   (United States)

Author keywords

Pricing and retailing; Services marketing

Indexed keywords

EID: 0036887462     PISSN: 01482963     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0148-2963(00)00227-7     Document Type: Article

References (48)

1. Alden J. What in the world drives UPS? Int Bus 1998;11(2):6-7.
2. Backman J. Price practices and price policies New York: Ronald Press; 1953.
3. Basu AK, Mazumdar T. Using a menu of geographic pricing plans: A theoretical investigation. J Retailing 1995;71(2):173-202.
4. Bateson JEG. Self-service customer: an exploratory study. J Retailing 1985;61(3):40-76.
5. Bearden WO, Ingram TN, LaForge RW. Marketing. 2nd ed. Boston (MA): Irwin McGraw-Hill; 1998.
6. Berry LL, Yadav MS. Capture and communicate value in the pricing of services. Sloan Manage Rev 1996;37(4):41-51 (Summer).
7. Berry LL, Zeithaml VA, Parasuraman A. Five imperatives for improving service quality. Sloan Manage Rev 1990;31:29-38 (Summer).
8. Bettencourt LA. Customer voluntary performance: customers as partners in service delivery. J Retailing 1997;73(3):383-406.
9. Binkley JK, Connor JM. Grocery market pricing and the new competitive environment. J Retailing 1998;74(2):273-94.
10. Chief Executive. Finding the right price is no easy game to play. Chief Executive 1981: 16-18 (September).
11. Choi SC. Price competition in a duopoly common retailer channel. J Retailing 1996;72(2):117-34.
12. Crane FG, Clarke TK. The identification of evaluative criteria and cues used in selecting services. J Serv Mark 1988;2(2):53-9.
13. Czinkota MR, Dickson PR, Dunne P, Griffin A, Hoffman KD, Hutt MD, Lindgren Jr JH, Lusch RF, Ronkainen IA, Rosenbloom B, Sheth JN, Shimp TA, Siguaw JA, Simpson PM, Speh TW, Urbany JE. Marketing: best practices Fort Worth (TX): The Dryden Press; 2000.
14. Dean J. Research approach to pricing. Planning the price structure. Marketing series, vol. 67. Chicago, IL: American Marketing Association; 1947.
15. Grewal D, Krishnan R, Baker J, Borin N. The effect of store name, brand name and price discounts on consumers' evaluations and purchase intentions. J Retailing 1998;74(3):331-52.
16. Guiltinan JP. The price bundling of services: a normative framework. J Mark 1987;51(2):74-85.
17. Guiltinan JP. A conceptual framework for pricing consumer services. In: Bitner MJ, Crosby LA, editors. Designing a winning service strategy. Chicago (IL): American Marketing; 1988. p. 11-5.
18. Hoffman KD, Bateson JEG. Essentials of services marketing Fort Worth (TX): The Dryden Press; 1997.
19. Hoffman KD, Siguaw JS. Incorporating ethics into the services marketing course: the case of sears auto centers. Mark Educ Rev 1993;3(3):26-32.
20. Hoffman KD, Turley LW. Toward an understanding of consumer price sensitivity for professional services. In: Noble CH, editor. Developments in marketing science. Miami (FL): Academy of Marketing Science; 1999. p. 169-73.
21. Johnson RL, Kellaris JJ. An exploratory study of price/perceived-quality relationship among consumer services. In: Houston MJ, editor. Advances for consumer research. Provo (UT): Association for Consumer Research; 1988. p. 316-22.
22. Karande KW, Kumar V. The effect of brand characteristics and retailer policies on response to retail price promotions: Implications for retailers. J Retailing 1995;71(3):249-78.
23. Kelly J. From lip service to real service: reversing America's downward service spiral. Vital Speeches Day 1998;64(10):301-4.
24. Kelley SW, Donnelly JH, Skinner SJ. Customer participation in service production and delivery. J Retailing 1990;66(3):315-35.
25. Kelley SW, Skinner SJ, Donnelly JH. Organizational socialization of service customers. J Bus Res 1992;25:197-214.
26. Lazear EP. Retail pricing and clearance sales. Am Econ Rev 1986;46:14-32 (March).
27. Lewison DM. Retailing 6th ed. Upper Saddle River: Prentice-Hall; 1997.
28. Lovelock CH, Young RF. Look to consumers to increase productivity. Harv Bus Rev 1979;57:168-78 (May-June).
29. Manning KC, Sprott DE, Miyazaki AD. Consumer response to quantity surcharges: implications for retail price setters. J Retailing 1998;74(3):373-99.
30. Marshall A. More profitable pricing London: McGraw-Hill; 1979.
31. Mills PK. Managing service industries Cambridge (MA): Ballinger Publishing; 1986.
32. Monroe KB. Buyers subjective perceptions of price. J Mark Res 1973;10:70-80 (February).
33. Monroe KB, Petroshius SM. Buyers' perceptions of price: an update of the evidence. In: Kassarjian HH, Robertson TS, editors. Perspectives in consumer behavior. Glenview (IL): Scott, Foresman and Company; 1981. p. 43-55.
34. Mulhearn FJ, Leone RA. Implicit price bundling of retail products: a multi-product approach to maximizing store profitability. J Mark 1991;55(4):63-76.
35. Nagle TT, Holden RK. The strategy and tactics of pricing Englewood Cliffs (NJ): Prentice-Hall; 1995.
36. Rao VR. Marginal salience of price in brand evaluations. In: Venkatesan M, editor. Proceedings of the Association of Consumer Research, vol. 4. Iowa City: Association for Consumer Research; 1972. p. 125-44.
37. Schindler RM, Kibarian TM. Increased consumer sales response through use of 99-ending prices. J Retailing 1996;72(2):187-99.
38. Subrahmanyan S, Shoemaker R. Developing optimal pricing and inventory policies for retailers who face uncertain demand. J Retailing 1996; 72(1):7-30.
39. Turley LW, Kelley SW. A comparison of advertising content: Business to business versus consumer services. J Advertising 1997;26(4):39-48.
40. Turley LW, LeBlanc RP. An exploratory investigation of consumer decision making in the service sector. J Serv Mark 1993;7(4):11-8.
41. Vilcassim NJ, Chintagunta PK. Investigating retailer product category pricing from household scanner panel data. J Retailing 1995;71(2):103-28.
42. Voss GB, Parasuraman A, Grewal D. The roles of price, performance, and expectations in determining satisfaction in service exchanges. J Mark 1998;62(4):46-61.
43. Wakefield KL, Barnes JH. Retailing hedonic consumption: a model of sales promotion of a leisure service. J Retailing 1996;72(4):409-27.
44. Walker AW. How to price industrial products. Harv Bus Rev 1967;45:38-45
45. Walters RG. Assessing the impact of retail price promotions on product substitution, complementary purchase, and interstore sales displacement. J Mark 1991;55(2):17-28.
46. Zeithaml VA. How consumer evaluation processes differ between goods and services. In: Donnelly JH, George WR, editors. Marketing of services. Chicago (IL): American Marketing; 1981. p. 186-90.
47. Zeithaml VA, Parasuraman A, Berry LL. Problems and strategies in services marketing. J Mark 1985;49(2):33-46.
48. Zeithaml VA, Berry LL, Parasuraman A. The nature and determinants of customer expectations of service. J Acad Mark Sci 1993;21(1):1-12.