The effect of explicit reference points on consumer choice and online bidding behavior

Marketing Science

Volumn 24, Issue 2, 2005, Pages 206-217

  Dholakia, Utpal M ^a   Simonson, Itamar ^b  

^a RICE UNIVERSITY   (United States)

^b STANFORD UNIVERSITY   (United States)

Author keywords

Comparisons; Consumer choice; Explicit reference points; Online bidding behavior

Indexed keywords

EID: 20444468936     PISSN: 07322399     EISSN: None     Source Type: Journal    
DOI: 10.1287/mksc.1040.0099     Document Type: Article

References (41)

1. Adaval, Rashmi, Kent B. Monroe. 2002. Automatic construction and use of contextual information for product and price evaluations. J. Consumer Res. 28(4) 572-588.
2. Ariely, Dan, Itamar Simonson. 2003. Buying, bidding, playing or competing? Value assessment and decision dynamics in online auctions. J. Consumer Psych. 13(1/2) 113-123.
3. Bar-Hillel, Maya, Efrat Neter. 1996. Why are people reluctant to exchange lottery tickets? J. Personality Soc. Psych. 70(1) 17-27.
4. Barnes, James G. 1975. Factors influencing consumer reaction to retail newspaper 'sale' advertising. Proc. fall Educators Conf., American Marketing Association, Chicago, IL, 471-477.
5. Bettman, James R., Mary Frances Luce, John W. Payne. 1998. Constructive consumer choice processes. J. Consumer Res. 25(December) 187-217.
6. Banner, Lyle, Yuval Rottenstreich, Sanjay Sood. 1999. Comparison, grouping, and preference. Psych. Sci. 10(3) 225-229.
7. Burdick, Richard E. 1983. Statement of hypotheses in the analysis of variance. J. Marketing Res. 20(August) 320-324.
8. Campbell, Margaret C., Amna Kirmani. 2000. Consumers' use of persuasion knowledge: The effects of accessibility and cognitive capacity on perceptions of an influence agent. J. Consumer Res. 27(1) 69-83.
9. Chen, Haiping (Allan), Akshay R. Rao. 2002. Close encounters of two kinds: False alarms and dashed hopes. Marketing Sci. 21(2) 178-196.
10. Dhar, Ravi, Stephen Nowlis, Steven J. Sherman. 1999. Comparison effects on preference construction. J. Consumer Res. 26(December) 293-303.
11. Dhar, Ravi, Itamar Simonson. 1992. The effect of the focus of comparison on consumer preferences. J. Marketing Res. 29(November) 430-440.
12. Dholakin, Utpal M., Kerry Soltysinski. 2001. Coveted or overlooked? The psychology of bidding for comparable listings in digital auctions. Marketing Lett. 12(3) 225-237.
13. Dholakia, Utpal M., Suman Basuroy, Kerry Soltysinski. 2002. Auction or agent (or both)? A study of moderators of the herding bias in digital auctions. Internat. J. Res. Marketing 19(2) 115-130.
14. Friestad, Marian, Peter Wright. 1994. The persuasion knowledge model: How people cope with persuasion attempts. J. Consumer Res. 21(June) 1-31.
15. Gourville, John T. 1999. The effect of implicit versus explicit comparisons on temporal pricing claims. Marketing Lett. 10(2) 113-124.
16. Häubl, Gerald, Peter T. L. Popkowski Leszczyc. 2003. Minimum prices and product valuations in auctions. Working paper, Marketing Science Institute Reports, Issue 3, No. 03-117, 115-141. Marketing Science Institute, Cambridge, MA.
17. Häubl, Gerald, Peter T. L. Popkowski Leszczyc. 2004. Bidding frenzy: How the speed of competitor reaction influences product valuations in auctions. Working paper, University of Alberta, Edmonton, Alberta, Canada.
18. Helson, Harry. 1964. Adaptation-Level Theory. Harper and Row, New York.
19. Huber, Joel, John W. Payne, Christopher Puto. 1982. Adding asymmetrically dominated alternatives: Violations of regularity and the similarity hypothesis. J. Consumer Res. 9(1) 90-98.
20. Kahneman, Daniel. 1992. Reference points, anchors, norms and mixed feelings. Organ. Behavior Human Decision Processes 51 296-312.
21. Kahneman, Daniel, Amos Tversky. 1979. Prospect theory: An analysis of decision under risk. Econometrica 47 263-291.
22. Kardes, Frank R. 1988. Spontaneous inference processes in advertising: The effects of conclusion omission and involvement on persuasion. J. Consumer Res. 15(September) 225-233.
23. Kivetz, Ran. 2003. The effects of effort and intrinsic motivation on risky choice. Marketing Sci. 22(4) 477-502.
24. Kivetz, Ran, Itamar Simonson. 2003. The role of effort advantage in consumer response to loyalty programs: The idiosyncratic fit heuristic. J. Marketing Res. 40(4) 454-467.
25. Monroe, Kent B. 2003. Pricing: Making Profitable Decisions. McGraw-Hill/Irwin, New York.
26. Mussweiler, Thomas. 2003. Comparison processes in social judgment: Mechanisms and consequences. Psych. Rev. 110(3) 472-489.
27. Nowlis, Stephen M., Itamar Simonson. 1997. Attribute-task compatibility as a determinant of consumer preference reversals. J. Marketing Res. 24(May) 205-248.
28. Nunes, Joseph C., Peter Boatwright. 2004. Incidental prices and their effect on consumer willingness to pay. J. Marketing Res. 41(4) 457-466.
29. Ockenfels, Axel, Alvin E. Roth. 2002. The timing of bids in internet auctions: Market design, bidder behavior, and artificial agents. Artificial Intelligence Magazine 23(Fall) 79-87.
30. Petty, Richard E., John T. Cacioppo, David Schumann. 1983. Central and peripheral routes to advertising effectiveness: The moderating role of involvement. J. Consumer Res. 10(September) 135-146.
31. Puto, Christopher P. 1986. The framing of buying decisions. J. Consumer Res. 14 301-316.
32. Shafir, Eldar. 1993. Choosing versus rejecting: Why some options are both better and worse than others. Memory Cognition 21(4) 546-556.
33. Shiv, Baba, Julie Edell, John W. Payne. 1997. Factors affecting the impact of negatively and positively framed ad messages. J. Consumer Res. 24(December) 285-294.
34. Simonson, Itamar. 1989. Choice based on reasons: The case of attraction and compromise effects. J. Consumer Res. 16(September) 158-174.
35. Simonson, Itamar, Stephen Nowlis. 2000. The role of explanations and need for uniqueness in consumer decision making: Unconventional choices based on reasons. J. Consumer Res. 27(1) 49-68.
36. Simonson, Itamar, Amos Tversky. 1992. Choice in context: Tradeoff contrast and extremeness aversion. J. Marketing Res. 29 281-295.
37. Tversky, Amos, Daniel Kahneman. 1991. Loss aversion in riskless choice: A reference dependent model. Quart, J. Econom. 106(4) 1039-1061.
38. Tversky, Amos, Itamar Simonson. 1993. Context-dependent preferences. Management Sci. 39(10) 1179-1189.
39. Walster, Elaine, Leon Festinger. 1962. Individual differences in the need for cognitive closure. J. Personality Soc. Psych. 67 1049-1062.
40. Winer, Russell S. 1986. A reference price model of demand for frequently-purchased products. J. Consumer Res. 13(September) 250-256.
41. Winer, Russell S. 1999. Experimentation in the 21st century: The importance of external validity. J. Acatl. Marketing Sci. 27(Summer) 349-358.