Attention arousal through price partitioning

Marketing Science

Volumn 27, Issue 2, 2008, Pages 236-246

  Bertini, Marco ^a   Wathieu, Luc ^b  

^a LONDON BUSINESS SCHOOL   (United Kingdom)

^b EUROPEAN SCHOOL OF MANAGEMENT AND TECHNOLOGY   (Germany)

Author keywords

Attention; Consumer behavior; Framing effects; Information processing; Multi attribute utility; Price partitioning; Pricing

Indexed keywords

EID: 60849104078     PISSN: 07322399     EISSN: 1526548X     Source Type: Journal    
DOI: 10.1287/mksc.1070.0295     Document Type: Article

References (50)

1. Anderson, E. T., D. Simester. 2003. Effects of $9 price endings on retail sales: Evidence from field experiments. Quant. Marketing Econom. 1(1) 93-110.
2. Anderson, N. H. 1971. Integration theory and attitude change. Psych. Rev. 8(3) 171-206.
3. Ayres, I., B. Nalebuff. 2003. In praise of honest pricing. MIT Sloan Management Rev. 45(1) 24-28.
4. Berlyne, D. E. 1960. Conflict, Arousal, and Curiosity. McGraw-Hill, New York.
5. Berlyne, D. E. 1974. Attention. E. Carterette, M. Friedman, eds. Handbook of Perception, Vol. 1. Academic, San Diego.
6. Bettman, J. R., M. F. Luce, J. W. Payne. 1998. Constructive consumer choice processes. J. Consumer Res. 25(3) 187-217.
7. Campanelli, M. 2002. Who pays to get it there? Net profits: Your site's shipping and handling charges can make or break an online sale. Entrepreneur 30 34-36.
8. Daripa, A., S. Kapur. 2001. Pricing on the Internet. Oxford Rev. Econom. Pol. 17(2) 202-216.
9. Dholakia, U. M., I. Simonson. 2005. The effect of explicit reference points on consumer choice and online bidding behavior. Marketing Sci. 24(2) 206-217.
10. Drumwright, M. E. 1992. A demonstration of anomalies in evaluations of bundling. Marketing Lett. 3(4) 311-321.
11. Fishburn, P. C. 1974. Lexicographic orders, utilities and decision rules: A survey. Management Sci. 20(7) 1442-1471.
12. Fiske, S. T., S. E. Taylor. 1991. Social Cognition, 2nd ed. McGraw-Hill, New York.
13. Gaeth, G. J., I. P. Levin, G. Chakraborty, A. M. Levin. 1990. Consumer evaluation of multi-product bundles: An information integration analysis. Marketing Lett. 2(1) 47-57.
14. Green, P. E., V. R. Rao. 1971. Conjoint measurement for quantifying judgmental data. J. Marketing Res. 8(3) 355-363.
15. Heath, T. B., S. Chatterjee, K. R. France. 1995. Mental accounting and changes in price: The frame dependence of reference dependence. J. Consumer Res. 22(2) 90-97.
16. Hossain, T., J. Morgan. 2006. ... Plus shipping and handling: Revenue (non) equivalence in field experiments on eBay. Adv. Econom. Anal. Pol. 6(2, article 3).
17. Hsee, C. K., G. F. Loewenstein, S. Blount, M. H. Bazerman. 1999. Preference reversals between joint and separate evaluations of options: A review and theoretical analysis. Psych. Bull. 125(5) 576-590.
18. Johar, G. V., D. Maheswaran, L. A. Perracchio. 2006. Mapping the frontiers: Theoretical advances in consumer research on memory, affect, and persuasion. J. Consumer Res. 33(2) 139-149.
19. Johnson, E. J., J. W. Payne. 1985. Effort and accuracy in choice. Management Sci. 31(4) 395-114.
20. Kahneman, D. 1973. Attention and Effort. Prentice-Hall, Englewood Cliffs, NJ.
21. Kahneman, D., A. Tversky. 1979. Prospect theory: An analysis of decisions under risk. Econometrica 47(2) 263-291.
22. Kahneman, D., J. L. Knetsch, R. H. Thaler. 1986. Fairness as a constraint on profit seeking: Entitlements in the market. Amer. Econom. Rev. 6(4) 728-741.
23. Kalyanaram, G., R. S. Winer. 1995. Empirical generalizations from reference price research. Marketing Sci. 14(3) G161-169.
24. Keeney, R. L., H. Raiffa. 1993. Decisions with Multiple. Objectives: Preferences and Value. Trade-Offs. Cambridge University Press, New York.
25. Leclerc, F., C. K. Hsee, J. C. Nunes. 2005. Narrow focusing: Why the relative position of a good in its category matters more than it should. Marketing Sci. 24(2) 194-205.
26. Lee, Y. H., C. Y. Han. 2002. Partitioned pricing in advertising: Effects on brand and retailer attitudes. Marketing Lett. 13(1) 27-40.
27. Lewis, M., V. Singh, S. Fay. 2006. An empirical study of the impact of nonlinear shipping and handling fees on purchase incidence and expenditure decisions. Marketing Sci. 25(1) 51-64.
28. McFadden, D. 1974. Conditional logit analysis of qualitative choice behavior. P. Zarembka, ed. Frontiers of Econometrics. Academic Press, New York.
29. Mellers, B. A., V. Richards, M. H. Birnbaum. 1992. Distributional theories of impression formation. Organ. Behav. Human Dec. Proc. 51(3) 313-343.
30. Morwitz, V. G., E. A. Greenleaf, E. J. Johnson. 1998. Divide and prosper: Consumers' reactions to partitioned prices. J. Marketing Res. 35(4) 453-163.
31. Prelec, D., G. F. Loewenstein. 1998. The red and the black: Mental accounting of savings and debt. Marketing Sci. 17(1) 4-28.
32. Randall, T., C. Terwiesch, K. T. Ulrich. 2007. User design of customized products. Marketing Sci. 26(2) 268-280.
33. Rosenthal, R., R. J. Rosnow. 1991. Essentials of Behavioral Research: Methods and Data Analysis. McGraw-Hill, Boston.
34. Russo, J. E., B. Dosher. 1983. Strategies for multiattribute binary choice. J. Experiment. Psych.: Learn., Memory, Cognition 9(4) 676-696.
35. Schindler, R., M. Morrin, N. N. Bechwati. 2005. Shipping charges and shipping-charges skepticism: Implications for direct marketers' pricing formats. J. Interactive Marketing 19(1) 41-53.
36. Schmalensee, R. 1982. Commodity bundling by single product monopolies. J. Law Econom. 25(1) 67-72.
37. Shiv, B., Z. Carmon, D. Ariely. 2005. Placebo effects of marketing actions: Consumers get what they pay for. J. Marketing Res. 42(4) 383-393.
38. Shugan, S. M. 1980. The cost of thinking. J. Consumer Res. 7(2) 99-111.
39. Stremersch, S., G. J. Tellis. 2002. Strategic bundling of products and prices: A new synthesis for marketing. J. Marketing 66(1) 55-72.
40. Taylor, S. E., S. C. Thompson. 1982. Stalking the elusive "vividness" effect. Psych. Rev. 89(2) 155-181.
41. Thaler, R. H. 1985. Mental accounting and consumer choice. Marketing Sci. 4(3) 199-214.
42. Thaler, R. H., E. J. Johnson. 1990. Gambling with the house money and trying to break even: The effects of prior outcomes on risky choice. Management Sci. 36(6) 643-660.
43. Tversky, A. 1972. Elimination by aspects: A theory of choice. Psych. Rev. 79(3) 281-299.
44. Tversky, A., D. Kahneman. 1981. The framing of decisions and the psychology of choice. Science 211(4481) 453-458.
45. Urbany, J. E., P. R. Dickson. 1991. Consumer normal price estimation: Market versus personal standards. J. Consumer Res. 18(2) 45-51.
46. Wathieu, L., M. Bertini. 2007. Price as a stimulus to think: The case for willful overpricing. Marketing Sci. 26(1) 118-129.
47. Winer, R. S. 2005. Pricing. Marketing Science Institute, Cambridge, MA.
48. Xia, L., K. B. Monroe. 2004. Price partitioning on the Internet. J. Int. Marketing 18(4) 63-73.
49. Yadav, M. S. 1994. How buyers evaluate product bundles: A model of anchoring and adjustment. J. Consumer Res. 21(2) 342-353.
50. Yadav, M. S., K. B. Monroe. 1993. How buyers perceive savings in a bundle price: An examination of a bundle's transaction value. J. Marketing Res. 30(3) 350-358.