The effect of 9-ending prices on retail sales: A quantitative UK based field study

Journal of Marketing Management

Volumn 22, Issue 5-6, 2006, Pages 601-617

  Bray, Jeffery ^a   Harris, Christine ^a  

^a BOURNEMOUTH UNIVERSITY   (United Kingdom)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 85005824535     PISSN: 0267257X     EISSN: 14721376     Source Type: Journal    
DOI: 10.1362/026725706777978631     Document Type: Article

References (47)

1. Aaker, J. L. and Maheswaran, D. (1997), “The effect of cultural orientation on persuasion”, Journal of Consumer Research, Vol. 14, December, pp. 315-28
2. Alpert, M. I. (1970), “Demand Curve Estimation and Psychological Pricing”. In: Sturdivant, F., ed., Managerial Analysis in Management, London: Glenveiw.
3. Anderson, E. and Simester, D. (2003), “Effects of 9 Price Endings on Retail Sales”, Quantitative Marketing and Economics, Vol. 1, No. 1, pp. 93-110.
4. Anon. (2006), “Monster Raving Loony Party Manicfesto”, [online] Available at: http://omrlp.brinkster.net/Manicfesto2005.asp [Accessed 5th March 2006].
5. Bader, L. and Weinland, J. (1932), “Do Odd Prices Earn Money?, Journal of Retailing, Vol. 8, pp. 102-104
6. Bergen, M., Kauffman, R. and Lee, D. (2004), “Store Quality Image and the Rational Inattention Hypothesis: an Empirical Study of the Drivers of 9 and 9cent Price-Endings Among Internet-Based Sellers”, INFORMS Conference on Information Systems and Technology, Denver, CO.
7. Bizer, G. and Schindler, R. (2005), “Direct Evidence of Ending-Digit Drop-Off in Price Information Processing”, Psychology and Marketing, Vol. 22, No. 10, pp. 771-783
8. Blattberg, R. and Wisniewski, K. (1983), “Response Function Estimation Using UPC Scanner Data: An Analytical Approach to Demand Estimation Under Dealing”. In: Zufryden, F. ed., Advances and Practice of Marketing Science. The Institute of Management Science. pp. 300-311
9. Brenner, G. and Brenner, R. (1982), “Memory and Markets, or Why Are you Paying 2.99 for a Widget”, Journal of Business, Vol. 55, No. 1, pp. 147-158
10. Burns, J. (1995), “Stores abandon 99p Sales Ploy”, Sunday Times 15th October, London: Home News.
11. Carroll, L. (sud) Charles Lutwidge Dodgson. (1865), “Alice’s Adventures in Wonderland”.
12. Cote, J. and Tansuhaj, P. (1989), “Culture bound assumptions in behaviour intention models” In: Srull, T. ed., Advances in Consumer Research, Provo, UT : Association for Consumer Research, Vol. 16 pp. 105-109
13. Coulter, K. (2001), “Odd-Ending Price Underestimation: and Experimental Examination of Left-to-Right Processing Effects”, Journal of Product and Brand Management, Vol. 10, No. 5, pp. 276-292.
14. Daily Mail. (2000), “Asda Axes The 99p Price Ploy”, London, May 22nd, p. 15
15. Dalrymple, D. and Haines, G. Jr. (1970), “A Study of the Predictive Ability of Market Period Demand-Supply Relations for a Firm Selling Fashion Products”, Applied Economics, Vol. 1, No. 4, pp. 277-285
16. Diller, H. and Brielmaier, A. (1995), “The Impact of Rounding-up Odd Prices: Results of a Field Experiment in German Drugstores”, Pricing Strategy and Practice, Vol. 3, No. 4, pp. 4-13
17. Dodds, W. and Monroe, K. (1985), “The Effect of Brand and Price Information on Subjective Product Evaluations”, Advances in Consumer Research, Vol. 12, pp. 85-90
18. Estelami, H. and Lehmann, D. (2001), “The impact of research design on consumer price recall accuracy: an integrative review”, Academy of Marketing Science, Vol. 29, No. 1, pp. 36-50
19. Gabor, A. and Granger, C. (1964), “Price Sensitivity of the Consumer”, Journal of Advertising Research, Vol. 4, pp. 40-44
20. Gendall, P., Holdershaw, J. and Garland, J. (1997), “The Effect of Odd Pricing on Demand”, European Journal of Marketing, Vol. 31, No. 11/12, pp. 799-813
21. Gendall, P., Fox, M. and Wilton, P. (1998), “Estimating the Effect of Odd Pricing”, Journal of Product and Brand Management, Vol. 7, No. 5, pp. 421-432
22. Georgoff, D. (1971), Odd-Even Price Endings, Ann Arbor, MI: Michigan State University Press.
23. Ginzberg, E. (1936), “Customary Prices”, The American Economic Review, Vol. 26, No. 2, p. 296
24. Heeler, R. and Nguyen, A. (2001), “Price Endings in Asia”. In: Murphy, B. and Engle, L. ed., Proc. Australia New Zealand Marketing Assn., Auckland, New Zealand, December 2001
25. Hinrichs, J., Berie, J. and Mosell, M. (1982), “Place Information in Multi-digit Number Comparison”, Memory and Cognition, Vol. 10, No. 5, pp. 487-495
26. Holdershaw, J., Gendall, P. and Garland, R. (1997), “The Widespread use of odd pricing in the retail sector”, Marketing Bulletin, Vol. 7, pp. 53-58
27. Holloway, R. (1973), “Odd-Even Price Endings”, Journal of Retailing, Vol. 49, (Spring) pp. 77-78
28. Hower, R. (1943), History of Macy’s of New York: 1858-1919, Cambridge, MA: Harvard University Press.
29. Kalyanam, K. and Shively, T. (1998), “Estimating Irregular Pricing Effects: A Stochastic Spline Regression Approach”, Journal of Marketing Research, Vol. 35, pp. 16-29
30. Kreul, L. (1982), “Magic Numbers: Psychological Aspects of Menu Pricing”, The Cornell H.R.A. Quarterly, pp. 70-75
31. Lambert, Z. (1975), “Perceived Prices as Related to Odd and Even Price Endings”, Journal of Retailing, Vol. 51, No. 3, pp. 13-22
32. Nagle, T. and Holden, R. (1995), Strategy and Tactics of Price 3rd Ed., Prentice Hall
33. Perner, L. “Odd-Even Pricing”, The Psychology of Consumers [online], Available at: http://www.consumerpsychologist.com/price:response.htm [Accessed: 5th March 2006]
34. Poltrock, S. and Schwartz, D. (1984), “Comparative Judgements of Multidigit Numbers”, Journal of Experimental Psychology: Learning Memory and Cognition, Vol. 10, No. 1, pp. 32-45
35. Quigley, C. and Notarantonio, E. (1992), “An Exploratory Investigation of Perceptions of Odd and Even Pricing”. In: Crittenden, V. ed., Developments in Marketing Science XV, Chestnut Hill, MA: Academy of Marketing Science. pp. 306-309
36. Schindler, R. (1991), “Symbolic Meanings of a Price Ending”, Advances in Consumer Research, Vol. 18, pp. 794-801
37. Schindler, R. (2001), “Relative Price Level of 99-Ending Prices: Image Versus Reality”, Marketing Letters, Vol. 12, No. 3, pp. 239-247
38. Schindler, R. (2006), “The 99 Price Ending as a Signal of Low Price Appeal”, Journal of Retailing, Vol. 82, No. 1, pp. 71-77
39. Schindler, R. and Kibarian, T. (1993), “Testing for Perceptual Underestimation of 9-Ending Prices”, Advances in Consumer Research, Vol. 20, pp. 580-585
40. Schindler, R. and Kibarian, T. (1996), “Increased Consumer Sales Response Through Use of 99-Ending Prices”, Journal of Retailing, Vol. 72, No. 2, pp. 187-199
41. Schindler, R. and Kirby, P. (1997), “Patterns of Rightmost Digits Used in Advertised Prices: Implications for Nine-Ending Effects”, Journal of Consumer Research, Vol. 24
42. Schindler, R. and Warren, L. (1988), “Effect of Odd Pricing on Choice of Items from a Menu”. In: Houston, M. ed., Advances in Consumer Research 15, Houston, Provo, Ut: Association for Consumer Research, pp. 348-353
43. Schindler, R. and Wiman, A. (1989), “Effects of Odd Pricing on Price Recall”, Journal of Business Research, Vol. 19
44. Stiving, M. (2000), “Price-Endings When Prices Signal Quality”, Management Science, Vol. 46, No. 12, pp. 1617-1629
45. Stiving, M. and Winer, R. (1997), “An Empirical Analysis of Price Endings with Scanner Data”, Journal of Consumer Research, Vol. 24, No. 1, pp. 57-67
46. Thomas, M. and Morwitz, V. (2005), “Penny Wise and Pound Fooling: The Left-Digit Effect in Price Cognition”, Journal of Consumer Research, Vol. 32, pp. 54-65
47. Twedt, D. (1965), “Does the 9’ Fixation in Retail Pricing Really Promote Sales?, Journal of Marketing, Vol. 29 (Oct) pp. 54-55.