When budgeting backfires: How self-imposed price restraints can increase spending

Journal of Marketing Research

Volumn 49, Issue 2, 2012, Pages 218-230

  Larson, Jeffrey S ^a   Hamilton, Ryan ^b  

^a BRIGHAM YOUNG UNIVERSITY   (United States)

^b EMORY UNIVERSITY   (United States)

Author keywords

Budgets; Consideration sets; Consumer spending; Price restraints; Quality perceptions

Indexed keywords

EID: 84860550690     PISSN: 00222437     EISSN: None     Source Type: Journal    
DOI: 10.1509/jmr.10.0508     Document Type: Article

References (22)

1. Adaval, Rashm. and Kent B. Monroe (2002), "Automatic Construction and Use of Contextual Information for Product and Price Evaluations", Journal of Consumer Research, 28(March), 572-88. (Pubitemid 37195128)
2. Beach, Lee Roy (1993), "Broadening the Definition of Decision Making: The Role of Prechoice Screening of Options", Psychological Science, 4(4), 215-20.
3. Chakravarti, Amitav, Chris Janiszewski, and Gulden Ulkumen (2006), "The Neglect of Prescreening Information", Journal of Marketing Research, 43(November), 642-53. (Pubitemid 44845881)
4. Chernev, Alexander (2003), "When More Is Less and Less Is More: The Role of Ideal Point Availability and Assortment in Consumer Choice", Journal of Consumer Research, 30(2), 170-83. (Pubitemid 37374303)
5. Country Wisdom Bulletins (2004), Country Wisdom & Know-How. New York: Black Dog & Leventhal.
6. Dickson, Peter R. and Alan G. Sawyer (1990), "The Price Knowledge and Search of Supermarket Shoppers", Journal of Marketing, 54(July), 42-53.
7. Diehl, Kristin, Laura J. Kornish, and John G. Lynch Jr. (2003), "Smart Agents: When Lower Search Costs for Quality Information Increase Price Sensitivity", Journal of Consumer Research, 30(1), 56-71.
8. Fiske, Susan T. (1980), "Attention and Weight in Person Perception: The Impact of Negative and Extreme Behavior", Journal of Personality and Social Psychology, 38(6), 889-906.
9. Hauser, John R. and Glen L. Urban (1986), "The Value Priority Hypotheses for Consumer Budget Plans", Journal of Consumer Research, 12(4), 446-62.
10. Heath, Chi. and Jack B. Soil (1996), "Mental Budgeting and Consumer Decisions", Journal of Consumer Research, 23(1), 40-52.
11. Janiszewski, Chri. and Donald R. Lichtenstein (1999), "A Range Theory Account of Price Perception", Journal of Consumer Research, 25(March), 353-68.
12. Monroe, Kent B. (1973), "Buyers' Subjective Perceptions of Price", Journal of Marketing Research, 10(February), 70-80.
13. - and Angela Y. Lee (1999), "Remembering Versus Knowing
14. Issues in Buyers' Processing of Price Information", Journal of the Academy of Marketing Science, 27(April), 207-225.
15. Nunes, Joseph C. and Peter Boatwright (2004), "Incidental Prices and Their Effect on Willingness to Pay", Journal of Marketing Research, 41 (November) 457-66. (Pubitemid 39665886)
16. Parducci, Allen (1965), "Category Judgment: A Range-Frequency Model", Psychological Review, 72(6), 407-418.
17. Preacher, Kristophe. and Andrew Hayes (2004), "SPSS and SAS Procedures for Estimating Indirect Effects in Simple Mediation Models", Behavior Research Methods, 36(4), 717-31. (Pubitemid 40251423)
18. Rossi, Peter E., Zvi Gilula, and Greg M. Allenby (2001), "Overcoming Scale Usage Heterogeneity: A Bayesian Hierarchical Approach", Journal of the American Statistical Association, 96(453), 20-31.
19. Thaler, Richard (1985), "Mental Accounting and Consumer Choice", Marketing Science, 4(3), 199-214.
20. Van Ittersum, Koert, Joost M. E. Pennings, and Brian Wansink (2010), "Trying Harder and Doing Worse: How Grocery Shoppers Track In-Store Spending", Journal of Marketing, 74(March), 90-104.
21. Winer, Russell S. (1986), "A Reference Price Model of Brand Choice for Frequently Purchased Products", Journal of Consumer Research, 13(September), 250-56.
22. Xia, Lan, Kent B. Monroe, and Jennifer L. Cox (2004), "The Price Is Unfair! A Conceptual Framework of Price Fairness Perceptions", Journal of Marketing, 68(October), 1-15. (Pubitemid 39508307)