Using invoice price information to frame advertised offers

Journal of Business Research

Volumn 56, Issue 5, 2003, Pages 355-366

  Bearden, William O ^a   Carlson, Jay P ^b   Hardesty, David M ^c  

^a UNIVERSITY OF SOUTH CAROLINA   (United States)

^b BRADLEY UNIVERSITY   (United States)

^c UNIVERSITY OF MIAMI   (United States)

Author keywords

Fairness; Framing effects; Invoice prices; Perceived quality; Reference prices

Indexed keywords

EID: 0037400999     PISSN: 01482963     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0148-2963(01)00225-9     Document Type: Article

References (41)

1. Anderson JC, Gerbing DW. Structural equation modeling in practice: a review and recommended two-step approach. Psychol Bull 1988; 103:411-23 (November).
2. Boulding W, Kirmani A. A consumer-side experimental examination of signaling theory: do consumers perceive warranties as signals of quality? J Consum Res 1993;20:111-23 (June).
3. Campbell MC. Perceptions of price unfairness: antecedents and consequences. J Mark Res 1999;36:187-99 (May).
4. Compeau LD, Grewal D, Grewal DS. Adjudicating claims of deceptive advertised reference prices: the use of empirical evidence. J Public Policy Mark 1994;13:312-8.
5. Dawar N, Savary M. The signaling impact of low introductory price on perceived quality and trial. Mark Lett 1997;8:251-9.
6. Dodds WB, Monroe KB, Grewal D. Effects of price, brand, and store information on buyers' product evaluations. J Mark Res 1991;28: 307-19 (August).
7. Fornell C, Larcker DF. Evaluating structural equation models with unobservable variables and measurement error. J Mark Res 1981;18:39-50 (February).
8. Grewal D, Compeau LD. Comparative price advertising: informative or deceptive? J Public Policy Mark 1992;11:52-62.
9. Grewal D, Marmorstein H, Sharma A. Communicating price information through semantic cues: the moderating effects of situation and discount size. J Consum Res 1996;23:148-55 (September).
10. Grewal D, Monroe KB, Krishnan R. The effects of price-comparison advertising on buyers' perceptions of acquisition value, transaction, value, and behavioral intentions. J Mark 1998;62:46-59 (April).
11. Kachelmeier SJ, Limberg ST, Schadewald MS. Fairness in markets: a laboratory investigation. J Econ Psychol 1991;12:447-64.
12. Kahneman D, Tversky A. Prospect theory: an analysis of decision under risk. Econometrica 1979;47:263-91 (March).
13. Kahneman D, Knetsch JL, Thaler R. Fairness and the assumptions of economics. J Bus 1986;59:S285-300.
14. Kalyanaram G, Winer RS. Empirical generalizations from reference price research. Mark Sci 1995;14:G161-9.
15. Kirmani A. The effects of perceived advertising costs on brand perceptions. J Consum Res 1990;17:160-71 (September).
16. Kirmani A, Wright P. Money talks: perceived advertising expense and expected product quality. J Consum Res 1989;16:344-53 (December).
17. Lichtenstein DR, Bearden WO. Contextual influences on perceptions of merchant-supplied reference prices. J Consum Res 1989;16:55-66 (June).
18. Lichtenstein DR, Burton S, Karson EJ. The effects of semantic cues on consumer perceptions of reference price ads. J Consum Res 1991;18: 380-91 (December).
19. Martins MOB. An experimental investigation of the effects of perceived price fairness on perceptions of sacrifice and value. Unpublished Dissertation, College of Business Administration, University of Illinois at Urbana-Champaign, 1995.
20. Martins M, Monroe KB. Perceived price fairness: a new look at an old construct. In: Allen CT, John DR, editors. Advances in consumer research 21. Provo, UT: Association for Consumer Research, 1994. p. 75-8.
21. Mick DG. Are studies of dark side variables confounded by socially desirable responding? The case of materialism. J Consum Res 1996;23:106-19 (September).
22. Monroe KB. Pricing: making profitable decisions New York, NY: McGraw-Hill, 1990.
23. Monroe KB, Krishnan R. The effect of price on subjective price evaluations. In: Jacoby J, Olson JC, editors. Perceived quality: how consumers view stores and merchandise. Lexington, MA: Lexington Books, 1985. p. 209-32.
24. Morwitz VG, Greenleaf EA, Johnson EJ. Divide and prosper: consumers' reactions to partitioned prices. J Mark Res 1998;35:453-63 (November).
25. Nelson P. Information and consumer behavior. J Polit Econ 1970;78:311-29 (March/April).
26. Obermiller C, Spangenberg ER. Development of a scale to measure consumer skepticism toward advertising. J Consum Psychol 1998;7:159-86.
27. Olson JC. Price as a promotional cue: effects in product evaluation. In: Woodside AG, Sheth JN, Bennett PD, editors. Consumer and industrial buying behavior. New York, NY: North-Holland, 1977. p. 267-86.
28. Perdue BC, Summers JO. Checking the success of manipulations in marketing experiments. J Mark Res 1986;23:317-26 (November).
29. Rao AR, Monroe KB. The moderating effect of prior knowledge on cue utilization in product evaluations. J Consum Res 1988;15:253-64 (September).
30. Rosenthal R, Rosnow RL. Essentials of behavioral research: methods and data analysis. 2nd ed. New York, NY: McGraw-Hill, 1991.
31. SAS/STAT users guide, version 6, vol. 1. Cary, NC: SAS Institute, 1989 (4th ed).
32. Sharma S, Durand RM, Gur-Arie O. Identification and analysis of moderator variables. J Mark Res 1981;18:291-300 (August).
33. Stiving M, Winer RS. An empirical analysis of price endings with scanner data. J Consum Res 1997;24:57-67 (June).
34. Tellis GJ, Gaeth GJ. Best value, price-seeking, and price aversion: the impact of information and learning on consumer choices. J Mark 1990;54:34-45 (April).
35. Thaler R. Mental accounting and consumer choice. Mark Sci 1985;4:199-214 (Summer).
36. Urbany JE, Bearden WO, Weilbaker DC. The effect of plausible and exaggerated reference prices on consumer perceptions and price search. J Consum Res 1988;15:95-110 (June).
37. Urbany JE, Madden TJ, Dickson PR. All's not fair in pricing: an initial look at the dual entitlement principle. Mark Lett 1989;1:17-25.
38. Urbany JE, Bearden WO, Kaicker A, Smith-de Borrero M. Transaction utility effects when quality is uncertain. J Acad Mark Sci 1997;25: 45-55.
39. White JB, Warner F. Car makers may try to alter pricing strategies. Wall St J. 2000;2352:A4 (January 24).
40. Yadav MS, Seiders K. Is the price right? Understanding contingent processing in reference price formation. J Retail 1998;74:311-29.
41. Zeithaml VA. Consumer perceptions of price, quality, and value: a meansend model and synthesis of evidence. J Mark 1988;52:2-22 (July).