Multiple unit price promotions and their effects on quantity purchase intentions

Journal of Retailing

Volumn 83, Issue 4, 2007, Pages 411-421

  Manning, Kenneth C ^a   Sprott, David E ^b  

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

^b WASHINGTON STATE UNIVERSITY   (United States)

Author keywords

Anchoring effects; Grocery pricing; Price promotions

Indexed keywords

EID: 36348998077     PISSN: 00224359     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jretai.2007.03.011     Document Type: Article

References (18)

1. Baron R.M., and Kenny D.A. The Moderator-Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations. Journal of Personality and Social Psychology 51 December (1986) 1173-1182
2. Blattberg R.C., and Neslin S.A. Sales Promotion: Concepts, Methods, and Strategies (1990), Prentice Hall, Englewood Cliffs, NJ
3. Chapman G.B., and Johnson E.J. The Limits of Anchoring. Journal of Behavioral Decision Making 7 December (1994) 223-242
4. Chapman G.B., and Johnson E.J. Anchoring, Activation, and the Construction of Values. Organizational Behavior and Human Decision Processes 79 (1999) 115-153
5. 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 Spring (2005) 35-47
6. Hardesty D.M., and Bearden W.O. Consumer Evaluations of Different Promotion Types and Price Presentations: The Moderating Role of Promotional Benefit Level. Journal of Retailing 79 Spring (2003) 17-25
7. Jacowitz K.R., and Kahneman D. Measures of Anchoring in Estimation Tasks. Personality and Social Psychology Bulletin 21 (1995) 1161-1166
8. Krishna A., Briesch R., Lehmann D.R., and Yuan H. A Meta-Analysis of the Impact of Presentation on Perceived Savings. Journal of Retailing 78 2 (2002) 101-118
9. Mussweiler T., and Strack F. Hypothesis-Consistent Testing and Semantic Priming in the Anchoring Paradigm: A Selective Accessibility Model. Journal of Experimental Social Psychology 35 (1999) 136-164
10. Mussweiler T., and Strack F. The Semantics of Anchoring. Organizational Behavior and Human Decision Processes 86 November (2001) 234-255
11. Northcraft G.B., and Neale M.A. Experts, Amateurs, and Real Estate: An Anchoring-and-Adjustment Perspective on Property Pricing Decisions. Organizational Behavior and Human Decision Processes 39 February (1987) 84-97
12. Raghubir P., Inman J.J., and Grande H. The Three Faces of Consumer Promotions. California Management Review 46 Summer (2004) 23-42
13. Strack F., and Mussweiler T. Explaining the Enigmatic Anchoring Effect: Mechanisms of Selective Accessibility. Journal of Personality and Social Psychology 73 (1997) 437-446
14. Tversky A., and Kahneman D. Judgment Under Uncertainty: Heuristics and Biases. Science 185 September (1974) 1124-1131
15. 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
16. Wegener D.T., Petty R.E., Detweiler-Bedell B.T., and Blair Jarvis W. Implications of Attitude Change Theories for Numerical Anchoring: Anchoring Plausibility and the Limits of Anchoring Effectiveness. Journal of Experimental Social Psychology 37 January (2001) 62-69
17. Wilson T.D., Houston C.E., Etling K.M., and Brekke N. A New Look at Anchoring Effects: Basic Anchoring and Its Antecedents. Journal of Experimental Psychology 125 December (1996) 387-402
18. Wong K.F.E., and Kwong J.Y.Y. Is 7300 m Equal to 7.3 km? Same Semantics but Different Anchoring Effects. Organizational Behavior and Human Decision Processes 82 July (2000) 314-333