Reference price and scarcity appeals and the use of multiple influence strategies in retail newspaper advertising

Social Influence

Volumn 2, Issue 1, 2007, Pages 18-28

  Howard, Daniel J ^a   Shu, Suzanne B ^a   Kerin, Roger A ^a  

^a SOUTHERN METHODIST UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 34447253038     PISSN: 15534510     EISSN: 15534529     Source Type: Journal    
DOI: 10.1080/15534510601154462     Document Type: Article

References (33)

1. Anderson, E. T. and Simester, D. I. (2003) Mind your pricing cues. Harvard Business Review, 81, pp. 96-103.
2. Arens, W. F. and Schaefer, D. H. (2007) Essentials of contemporary advertising, McGraw-Hill/Irwin, Burr Ridge, IL
3. Belch, G. E. and Belch, M. A. (2004) Advertising and promotion: An integrated marketing communications perspective, McGraw-Hill/Irwin, Burr Ridge, IL
4. Berman, B. and Evans, J. R. (2004) Retail management: A strategic approach, Prentice Hall, Upper Saddle River, NJ
5. Block, L. G. and Keller, A. P. (1995) When to accentuate the negative: The effects of perceived efficacy and message framing on intentions to perform a health-related behavior. Journal of Marketing Research, 32, pp. 192-203.
6. Bobinski, G., Cox, D. and Cox, A. (1996) Retail 'sale' advertising, perceived retailer credibility and price rationale. Journal of Retailing, 72, pp. 291-306.
7. Brannon, L. A. and Brock, T. C. (2001) Limiting time for responding enhances behavior corresponding to the merits of compliance appeals: Refutations of heuristic-cue theory in service and consumer settings. Journal of Consumer Psychology, 10, pp. 135-146.
8. Brock, T. C. (1968) The implications of commodity theory for value change. Psychological foundations of attitudes, pp. 243-275. Academic Press, New York
9. Burnkrant, R. E. and Howard, D. J. (1984) Effects of the use of introductory rhetorical questions versus statements on information processing. Journal of Personality and Social Psychology, 47, pp. 1218-1230.
10. Cialdini, R. B. (2001) Influence: Science and practice, Allyn & Bacon, Boston
11. Elliott, M. T. and Speck, P. S. (1998) Consumer perceptions of advertising clutter and its impact across various media. Journal of Advertising Research, 38, pp. 29-41.
12. Finn, A. (1988) Print ad recognition readership scores: An information processing perspective. Journal of Marketing Research, 25, pp. 168-177.
13. Fromkin, H. L., Olson, J. C., Dipboye, R. L. and Barnaby, D. A. (1971) A commodity theory analysis of consumer preferences for scarce products. Paper presented at the American Psychological Association meeting, Washington, DC
14. Ganzach, Y. and Karsahi, N. (1995) Message framing and buyer behavior: A field experiment. Journal of Business Research, 32:1, pp. 11-17.
15. Helson, H. (1964) Adaptation level theory, Harper & Row, New York
16. Howard, D. J. (1990) The positioning of rhetorical and non-rhetorical questions on message processing and persuasion: The role of information availability and the elicitation of judgment. Journal of Experimental Social Psychology, 26, pp. 217-239.
17. Howard, D. J. (1995) Chaining the use of influence strategies for producing compliance behavior. Journal of Social Behavior and Personality, 10:1, pp. 169-185.
18. Howard, D. J. and Kerin, R. A. (2006) Broadening the scope of reference price advertising research: A field study of consumer shopping involvement. Journal of Marketing, 70, pp. 185-204.
19. Inman, J. J., Peter, A. C. and Raghubir, P. (1997) Framing the deal: The role of restrictions in accentuating deal value. Journal of Consumer Research, 24, pp. 68-79.
20. Kover, A. J. (1995) Copyrighters' implicit theories of communication: An exploration. Journal of Consumer Research, 21, pp. 596-611.
21. Levin, I. P., Schneider, S. L. and Gaeth, G. J. (1998) All frames are not created equal: A typology and critical analysis of framing effects. Organizational Behavior and Human Decision Processes, 76:2, pp. 149-188.
22. Levy, M. and Weitz, B. (2004) Retailing management, McGraw Hill/Irwin, Burr Ridge, IL
23. Lynn, M. (1992) The psychology of unavailability: Explaining scarcity and cost effects on value. Basic and Applied Social Psychology, 13, pp. 3-7.
24. Mazumdar, T., Raj, S. P. and Sinha, I. (2005) Reference price research: Review and propositions. Journal of Marketing, 69, pp. 84-102.
25. McGuire, W. J. (1978) An information-processing model of advertising effects. Behavioral and management sciences in marketing, pp. 156-180. Ronald Press, New York
26. Meyerowitz, B. E. and Chaiken, S. (1987) The effect of message framing on breast self-examination attitudes, intentions, and behavior. Journal of Personality and Social Psychology, 52:3, pp. 500-510.
27. Percy, L. (1984) Ways in which people, words, and pictures in advertising influence its effectiveness, Financial Institutions Marketing, Chicago
28. Pratkanis, A. R. and Shadel, D. (2005) Weapons of fraud, AARP Washington, Seattle, WA
29. Pratkanis, A. R., Shadel, D. P., Kleinman, M., Small, B. and Pak, K. (2006) Investor fraud study-final report, NASD Investor Education Foundation, Washington, DC
30. Sherif, C., Sherif, M. and Nebergall, R. E. (1965) Attitude and attitude change, Saunders, Philadelphia
31. Szybillo, G. L. (1976) A situational influence on the relationship of a consumer attribute to new product attractiveness. Journal of Applied Psychology, 60, pp. 652-655.
32. Tversky, A. and Kahneman, D. (1971) Judgment under uncertainty: Heuristics and biases. Science, 185, pp. 1124-1131.
33. Wagner, W. F. (1988) Yellow pages report, Mark Publishing, Scotts Valley, CA