Persuasion knowledge and consumer reactions to pricing tactics

Journal of Retailing

Volumn 83, Issue 2, 2007, Pages 199-210

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

^a UNIVERSITY OF KENTUCKY   (United States)

^b UNIVERSITY OF SOUTH CAROLINA   (United States)

^c CLARKSON UNIVERSITY   (United States)

Author keywords

Consumer knowledge; Persuasion knowledge model; Quantity surcharge

Indexed keywords

EID: 33947587019     PISSN: 00224359     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jretai.2006.06.003     Document Type: Article

References (64)

1. Aaker D.A., and Ford G.T. Unit Pricing 10 Years Later: A Replication. Journal of Marketing 47 1 (1983) 118-122
2. Ahluwalia R., and Burnkrant R.E. Answering Questions about Questions: A Persuasion Knowledge Perspective for Understanding the Effects of Rhetorical Questions. Journal of Consumer Research 31 June (2004) 26-42
3. Alba J.W., and Hutchinson J.W. Knowledge Calibration: What Consumers Know and What They Think They Know. Journal of Consumer Research 27 September (2000) 123-156
4. Bearden W.O., Hardesty D.M., and Rose R.L. Consumer Self-Confidence: Refinements in Conceptualization and Measurement. Journal of Consumer Research 28 June (2001) 121-134
5. Berkowitz E.N., and Walton J.R. Contextual Influences on Consumer Price Responses: An Experimental Analysis. Journal of Marketing Research 17 August (1980) 349-358
6. Biswas A., and Blair E.A. Contextual Effects of Reference Prices in Retail Advertisements. Journal of Marketing 55 July (1991) 1-12
7. Biswas A., and Burton S. Consumer Perceptions of Tensile Price Claims in Advertisements: An Assessment of Claim Types Across Different Discount Levels. Journal of the Academy of Marketing Science 21 3 (1993) 217-229
8. Blair E.A., Harris J., and Monroe K.B. Effects of Shopping Information on Consumers' Responses to Comparative Price Claims. Journal of Retailing 78 3 (2002) 175-181
9. Bolton L.E., Warlop L., and Alba J.W. Consumer Perceptions of Price (Un)fairness. Journal of Consumer Research 29 March (2003) 474-491
10. Boush D.M., Friestad M., and Rose G.M. Adolescent Skepticism toward TV Advertising and Knowledge of Advertiser Tactics. Journal of Consumer Research 21 June (1994) 165-175
11. Cacioppo J.T., and Petty R.E. The Need for Cognition. Journal of Personality and Social Psychology 42 1 (1982) 116-131
12. Cacioppo J.T., Petty R.E., and Kao C.F. The Efficient Assessment of Need for Cognition. Journal of Personality Assessment 48 3 (1984) 306-307
13. Campbell M.C. Perceptions of Price Unfairness: Antecedents and Consequences. Journal of Marketing Research 36 May (1999) 187-199
14. Campbell M.C., and Kirmani A. Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent. Journal of Consumer Research 27 June (2000) 69-83
15. Carlson J.P., Bearden W.O., and Hardesty D.M. Influences on What Consumers Know and What They Think They Know Regarding Marketer Pricing Tactics. Psychology & Marketing 24 2 (2007) 117-142
16. Cason T.N., Friedman D., and Milam G.H. Bargaining Versus Posted Price Competition in Consumer Markets. International Journal of Industrial Organization 21 February (2003) 223-252
17. Clark L.A., and Watson D. Constructing Validity: Basic Issues in Objective Scale Development. Psychological Assessment 7 3 (1995) 309-319
18. Compeau L.D., and Grewal D. Comparative Price Advertising: An Integrative Review. Journal of Public Policy & Marketing 17 2 (1998) 257-273
19. Crocker L., and Algina J. Introduction to Classical and Modern Test Theory (1986), Harcourt, Brace, and Jovanovich, Fort Worth, TX
20. Darke P.R., and Chung C.M.Y. Effects of Pricing and Promotion on Consumer Perceptions: It Depends on How You Frame It. Journal of Retailing 81 1 (2005) 35-47
21. Della B., Albert J., Monroe K.B., and McGinnis J.M. Consumer Perceptions of Comparative Price Advertisements. Journal of Marketing Research 18 November (1981) 416-427
22. Diamantopoulos A., and Winklhofer H.M. Index Construction With Formative Indicators: An Alternative to Scale Development. Journal of Marketing Research 38 May (2001) 269-277
23. Dunne P.M., Lusch R.F., and Griffith D.A. Retailing. 4th ed. (2002), Harcourt, Inc., Fort Worth, TX
24. Estelami H., and De Maeyer P. Product Category Determinants of Price Knowledge for Durable Consumer Goods. Journal of Retailing 80 2 (2004) 129-137
25. Friestad M., and Wright P. The Persuasion Knowledge Model: How People Cope with Persuasion Attempts. Journal of Consumer Research 21 June (1994) 1-31
26. Friestad M., and Wright P. Persuasion Knowledge: Lay People's and Researchers' Beliefs about the Psychology of Advertising. Journal of Consumer Research 22 June (1995) 62-74
27. Gourville J.T. Pennies-a-Day: The Effect of Temporal Reframing on Transaction Evaluation. Journal of Consumer Research 24 March (1998) 395-408
28. Grewal D., Monroe K.B., and Krishnan R. The Effects of Price-Comparison Advertising on Buyers' Perceptions of Acquisition Value, Transaction Value, and Behavioral Intentions. Journal of Marketing 62 April (1998) 46-59
29. Haynes S.N., Richard D.C.S., and Kubany E.S. Content Validity in Psychological Assessment: A Functional Approach to Concepts and Methods. Psychological Assessment 7 3 (1995) 238-247
30. Kirmani A., and Rao A.R. No Pain, No Gain: A Critical Review of the Literature on Signaling Unobservable Product Quality. Journal of Marketing 64 April (2000) 66-79
31. Kotler Philip., and Keller K.L. Marketing Management. 12th ed. (2006), Prentice-Hall, Upper Saddle River, NJ
32. Kukar-Kinney Monica., and Walters R.G. Consumer Perceptions of Refund Depth and Competitive Scope in Price-Matching Guarantees: Effects on Store Patronage. Journal of Retailing 79 3 (2003) 153-160
33. Lichtenstein D.R., and Bearden W.O. Measurement and Structure of Kelly's Covariance Theory. Journal of Consumer Research 13 September (1986) 290-296
34. Lichtenstein D.R., and Bearden W.O. Contextual Influences on Perceptions of Merchant-Supplied Reference Prices. Journal of Consumer Research 16 June (1989) 55-66
35. Lichtenstein D.R., Ridgway Nancy.M., and Netemeyer Richard.G. Price Perceptions and Consumer Shopping Behavior: A Field Study. Journal of Marketing Research 30 May (1993) 234-245
36. MacKenzie S.B. The Dangers of Poor Construct Conceptualization. Journal of the Academy of Marketing Science 31 3 (2003) 323-326
37. Manning K.C., Sprott D.E., and Miyazaki A.D. Consumer Response to Quantity Surcharges: Implications for Retail Price Setters. Journal of Retailing 74 3 (1998) 373-399
38. Mela C.F., and Urbany J.E. Consumer Beliefs about Retail Prices and Promotions. In: Kaufman K.P., John G., and Lynch (Eds). Advances in Consumer Research Vol. 23 (1996), Association for Consumer Research, Provo, UT 78
39. Mick D.G. Are Studies of Dark Side Variables Confounded by Socially Desirable Responding? The Case of Materialism. Journal of Consumer Research 23 September (1996) 106-119
40. Mick D.G. Appreciation, Advice, and Some Aspirations for Consumer Research. Journal of Consumer Research 29 March (2003)
41. Mobley M.F., Bearden W.O., and Teel J.E. An Investigation of Individual Responses to Tensile Price Claims. Journal of Consumer Research 15 September (1988) 273-279
42. Monroe K.B. Pricing: Making Profitable Decisions. 3rd ed. (2003), McGraw-Hill, New York, NY
43. Moorman C., Diehl K., Brinberg D., and Kidwell B. Subjective Knowledge, Search Locations, and Consumer Choice. Journal of Consumer Research 31 December (2004) 673-680
44. Morwitz V.G., Greenleaf E.A., and Johnson E.J. Divide and Prosper: Consumers' Reactions to Partitioned Prices. Journal of Marketing Research 35 November (1998) 453-463
45. Nagle T.T., and Holden R.K. The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making. 3rd ed. (2002), Prentice Hall, Upper Saddle River, NY
46. Neter J., Kutner M.H., Nachtsheim C.J., and Wasserman W. Applied Linear Statistical Models. 4th ed. (1996), Irwin, Chicago
47. Netemeyer R.G., Burton S., and Lichtenstein D.R. Trait Aspects of Vanity: Measurement and Relevance to Consumer Behavior. Journal of Consumer Research 21 4 (1995) 612-626
48. Noble P.M., and Gruca T.S. Industrial Pricing: Theory and Managerial Practice. Marketing Science 18 3 (1999) 435-454
49. Obermiller C., and Spangenberg E.R. Development of a Scale to Measure Consumer Skepticism toward Advertising. Journal of Consumer Psychology 7 2 (1998) 159-186
50. Pechmann C., Zhao G., Goldberg M.E., and Reibling E.T. What to Convey in Antismoking Advertisements for Adolescents: The Use of Protection Motivation Theory to Identify Effective Message Themes. Journal of Marketing 67 April (2003) 1-18
51. Petty R.E., and Cacioppo J.T. Attitudes and Persuasion: Classic and Contemporary Approaches (1981), Wm. C. Brown Company Publishers, Dubuque, IA
52. Rust R.T., and Cooil B. Reliability Measures for Qualitative Data: Theory and Implications. Journal of Marketing Research 31 February (1994) 1-14
53. Sprott D.E., Manning K.C., and Miyazaki A.D. Grocery Price Setting and Quantity Surcharges. Journal of Marketing 67 July (2003) 34-46
54. Srivastava J., and Lurie N. A Consumer Perspective on Price-Matching Refund Policies: Effect on Price Perceptions and Search Behavior. Journal of Consumer Research 28 September (2001) 296-307
55. Stiving M., and Winer R.S. An Empirical Analysis of Price Endings with Scanner Data. Journal of Consumer Research 24 June (1997) 57-67
56. Stremersch S., and Tellis G.J. Strategic Bundling of Products and Prices: A New Synthesis for Marketing. Journal of Marketing 66 January (2002) 55-72
57. Tellis G.J. Beyond The Many Faces of Price: An Integration of Pricing Strategies. Journal of Marketing 50 October (1986) 146-160
58. Vanhuele M., and Dreze X. Measuring the Price Knowledge Shoppers Bring to the Store. Journal of Marketing 66 October (2002) 72-85
59. Wansink B. Can Package Size Accelerate Usage Volume?. Journal of Marketing 60 July (1996) 1-14
60. Wansink B., Kent R.J., and Hoch S.J. An Anchoring and Adjustment Model of Purchase Quantity Decisions. Journal of Marketing Research 35 February (1998) 71-81
61. Wheeler C.S., Petty R.E., and Bizer G.Y. Self-Schema Matching and Attitude Change: Situational and Dispositional Determinants of Message Elaboration. Journal of Consumer Research 31 March (2005) 787-797
62. Wright P. Marketplace Metacognition and Social Intelligence. Journal of Consumer Research 29 March (2002) 677-682
63. Zaichkowsky J.L. Measuring the Involvement Construct. Journal of Consumer Research 12 December (1985) 341-352
64. http://www.drivingtoday.com/features/archive/invoice_pricing/