Are temporally reframed prices really advantageous? A more detailed look at the processes triggered by temporally reframed prices

Journal of Retailing and Consumer Services

Volumn 16, Issue 6, 2009, Pages 451-457

  Bambauer Sachse, Silke ^a   Christina Mangold, Sabrina ^a  

^a UNIVERSITY OF FRIBOURG   (Switzerland)

Author keywords

Aggregate price; Reframed price; Temporally reframing prices

Indexed keywords

COMPLEXITY; CONSUMPTION BEHAVIOR; ECONOMIC THEORY; PRICE DETERMINATION; PRICE DYNAMICS; RETAILING; THEORETICAL STUDY;

EID: 70349997044     PISSN: 09696989     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jretconser.2009.06.005     Document Type: Article

References (37)

1. Adams J.S. Inequity in social exchange. In: Berkowitz L. (Ed). Advances in Experimental Social Psychology vol. 2 (1965), Academic Press, New York 267-299
2. Anderson N.H. Integration theory and attitude change. Psychological Review 78 3 (1971) 171-206
3. Bambauer-Sachse, S., Gierl, H., 2008. Should marketers use price partitioning or total prices? In: Lee, A.Y., Soman, D. (Eds.), Advances in Consumer Research, vol. 35, pp. 262-268.
4. Biswas A., Pullig C., Krishnan B.C., and Burton S. Consumer evaluation of reference price advertisements: effects of other brands' prices and semantic cues. Journal of Public Policy and Marketing 18 1 (1999) 52-65
5. Block R.A., and Harper D.R. Overconfidence in estimation: testing the anchoring-and-adjustment hypothesis. Organizational Behavior and Human Decision Processes 49 2 (1991) 188-207
6. Campbell M.C. Perceptions of price unfairness: antecedents and consequences. Journal of Marketing Research 36 2 (1995) 187-199
7. Chapman G.B., and Johnson E.J. The limits of anchoring. Journal of Behavioral Decision Making 7 4 (1994) 223-242
8. Danziger S., and Segev R. The effects of informative and non-informative price patterns on consumer price judgments. Psychology and Marketing 23 6 (2006) 535-553
9. Davis H.L., Hoch S.J., and Ragsdale E.E.K. An anchoring and adjustment model of spousal predictions. Journal of Consumer Research 13 1 (1986) 25-37
10. Dickson P.R., and Sawyer A.G. The price knowledge and search of supermarket shoppers. Journal of Marketing Research 54 3 (1990) 42-53
11. Dodds W.B., Monroe K.B., and Grewal D. Effects of price, brand, and store information on buyers' product evaluations. Journal of Marketing Research 28 3 (1991) 307-319
12. Emery F. Some psychological aspects of price. In: Taylor B., and Willis G. (Eds). Pricing Strategy (1969), Staples, London 98-319
13. Estelami H. Strategic implications of a multi-dimensional pricing environment. The Journal of Product and Brand Management 12 5 (2003) 322-334
14. Fry J.N., and McDougall G.H. Consumer appraisal of retail price advertisements. Journal of Marketing 38 3 (1974) 64-67
15. Garbarino E.C., and Edell J.A. Cognitive effort, affect, and choice. Journal of Consumer Research 24 2 (1997) 147-158
16. Gierl H., and Bambauer-Sachse S. Effects of price partitioning on product evaluation. Marketing-Journal of Research and Management 3 2 (2007) 61-74
17. Gourville J.T. Pennies-a-day: the effect of temporal reframing on transaction evaluation. Journal of Consumer Research 24 4 (1998) 395-408
18. Gourville J.T. The effect of implicit versus explicit comparisons on temporal pricing claims. Marketing Letters 10 2 (1999) 113-124
19. Gourville J.T. The effects of monetary magnitude and level of aggregation on the temporal framing of price. Marketing Letters 14 2 (2003) 125-135
20. Jacowitz K.E., and Kahneman D. Measures of anchoring in estimation tasks. Personality and Social Psychology Bulletin 21 11 (1995) 1161-1166
21. Janiszewski C., and Lichtenstein D.R. A range theory account of price perception. Journal of Consumer Research 25 4 (1999) 353-368
22. Johnson M.D. Consumer choice strategies for comparing noncomparable alternatives. Journal of Consumer Research 11 3 (1984) 741-753
23. Kahneman D., and Tversky A. Prospect theory: an analysis of decision under risk. Econometrica 47 2 (1979) 263-291
24. Lichtenstein D.R., Bloch P.H., and Black W.C. Correlates of price acceptability. Journal of Consumer Research 15 2 (1988) 243-252
25. Liefeld J., and Heslop L.A. Reference prices and deception in newspaper advertising. Journal of Consumer Research 11 4 (1985) 868-876
26. Martins M., and Monroe K.B. Perceived price fairness: a new look at an old construct. In: Allen C.T., and Roedder J.D. (Eds). Advances in Consumer Research vol. 21 (1994), Association for Consumer Research, Provo 75-78
27. Maxwell S. What makes a price increase seem "fair"?. Pricing and Practice 3 4 (1995) 21-27
28. Mobley M.A., Bearden W.O., and Teel J.E. An investigation of individual responses to tensile price claims. Journal of Consumer Research 15 2 (1988) 273-279
29. Morwitz V.G., Greenleaf E.A., and Johnson E.J. Divide and prosper: consumers' reactions to partitioned prices. Journal of Marketing Research 35 4 (1998) 453-463
30. 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 1 (1987) 84-97
31. Schwarz N., and Bless H. Constructing reality and its alternatives: an inclusion/exclusion model of assimilation and contrast effects in social judgment. In: Martin L.L., and Tesser A. (Eds). The Construction of Social Judgments (1992), Erlbaum, Hillsdale, NJ 217-245
32. Sewall M.A., and Goldstein M.H. The comparative price advertising controversy: consumer perceptions of catalog showroom reference prices. Journal of Marketing 43 3 (1979) 85-92
33. Sujan M. Consumer knowledge: effects on evaluation strategies mediating consumer judgments. Journal of Consumer Research 12 1 (1985) 31-46
34. Thaler R. Mental accounting and consumer choice. Marketing Science 4 3 (1985) 199-214
35. Tversky A., and Kahneman D. Judgment under uncertainty: heuristics and biases. Science 185 4157 (1974) 1124-1131
36. Tversky A., Sattath S., and Slovic P. Contingent weighting in judgment and choice. Psychological Review 95 3 (1988) 371-384
37. Xia L., and Monroe K.B. Price partitioning on the internet. Journal of Interactive Marketing 18 4 (2004) 63-73