Consumer behaviour and the retail “sales”: Modelling the development of an “attitude problem”

European Journal of Marketing

Volumn 30, Issue 8, 1996, Pages 40-58

  Betts, Erica J ^a   McGoldrick, Peter J ^a  

^a UNIVERSITY OF MANCHESTER   (United Kingdom)

Author keywords

Consumer attitudes; Consumer behaviour; Pricing; Retailing; Seasonal sales

Indexed keywords

EID: 85066224419     PISSN: 03090566     EISSN: None     Source Type: Journal    
DOI: 10.1108/03090569610130098     Document Type: Article

References (67)

1. Ajzen, I. (1988, Attitudes, Personality and Behaviour, Open University Press, Milton Keynes, pp. 4‐7.
2. Barnes, J.G. (1975, “Factors influencing consumer reaction to retail newspaper sale advertising”, in Mazze, E. (Ed.), 1975 Combined Proceedings, American Marketing Association, Chicago, IL, pp. 471‐7.
3. Berry, L. (1986, “Multidimensional strategies can combat price wars”, Marketing News, 31 January, p. 10.
4. Betts, E.J. and McGoldrick, P.J. (1993, “Intertemporal price discrimination: the strategy of the seasonal sale”, Proceedings of ESRC Seminar, No. 3, UMIST, Manchester, November, pp. 109‐51.
5. Bidlake, S. (1991, “Will the price wars ever end?”, Marketing, 24 October, pp. 22‐3.
6. Biswas, A. and Blair, E.A. (1991, “Contextual effects of reference prices in retail advertisements”, Journal of Marketing, Vol. 55 No. 3, pp. 1‐12.
7. Biswas, A. and Burton, S. (1993, “Consumer perceptions of tensile price claims in advertisements: an assessment of claim types across different discount levels”, Journal of the Academy of Marketing Science, Vol. 21 No. 3, pp. 217‐29.
8. Biswas, A. and Burton, S. (1994, “An experimental assessment of effects associated with alternative tensile price claims”, Journal of Business Research, Vol. 29 No. 1, pp. 65‐73.
9. Blair, E.A. and Landon, E.L. Jr (1981, “The effects of reference prices in retail advertisements”, Journal of Marketing, Vol. 45 No. 2, pp. 61‐9.
10. Blattberg, R., Buesing, T., Peacock, P. and Sen, S. (1978, “Identifying the deal prone segment”, Journal of Marketing Research, Vol. 15 No. 3, pp. 369‐77.
11. Bragg, R. (1991, Trade Descriptions, Clarendon Press, Oxford, pp. 111‐48.
12. Brown, R.G. (1974, “Sales response to promotions and advertising”, Journal of Advertising Research, Vol. 14 No. 4, pp. 33‐9.
13. Buttle, F. (1992, “Shopping motives: constructionist perspective”, Service Industries Journal, Vol. 12 No. 3, pp. 349‐67.
14. Cotton, B.C. and Babb, E.M. (1978, “Consumer response to promotional deals”, Journal of Marketing, Vol. 42 No. 3, pp. 109‐13.
15. Darden, W.R. and Reynolds, F.D. (1971, “Shopping orientations and product usage rates”, Journal of Marketing Research, Vol. 8 No. 4, pp. 505‐8.
16. Della Bitta, A.J., Monroe, K.B. and McGinnis, J.M. (1981, “Consumer perceptions of comparative price advertisements”, Journal of Marketing Research, Vol. 18 No. 4, pp. 416‐27.
17. Department of Trade and Industry (1988, Code of Practice for Traders on Price Indications, DTI/Pub 266/10K12/92/R, Department of Trade and Industry, London.
18. Dickson, J.P. and MacLachlan, D.L. (1990, “Social distance and shopping behaviour”, Journal of the Academy of Marketing Science, Vol. 18 No. 2, pp. 153‐61.
19. Dodson, J.A., Tybout, A.M. and Sternthal, B. (1978, “Impact of deals and deal retraction on brand switching”, Journal of Marketing Research, Vol. 15 No. 1, pp. 72‐81.
20. Fildes, C. (1995, “At British households, there’s a hole in the balance sheet”, The Daily Telegraph, 16 January, p. 23.
21. Fry, J.N. and McDougall, G.H. (1974, “Consumer appraisal of retail price advertisements”, Journal of Marketing, Vol. 38 No. 3, pp. 64‐74.
22. Fulop, C. (1988, “Public policy and a marketing technique 1969‐1985: comparative pricing and bargain offer claims”, in Kaynak, E. (Ed.), Transnational Retailing, W. De Gruyter, Berlin, pp. 197‐207.
23. Gabor, A. and Granger, C.W.J. (1966, “Price as an indicator of quality”, Economica, Vol. 33, pp. 43‐70.
24. Groom, A. (1994, “Watch, wait, pounce”, The Financial Times Weekend, 8‐9 Janurary, p. ix.
25. Gupta, S. and Cooper, L.G. (1992, “The discounting of discounts and promotion thresholds”, Journal of Consumer Research, Vol. 19 No. 3, pp. 401‐11.
26. Hardyment, C. (1993, “Notebook”, The Daily Telegraph, 29 December, p. 15.
27. Harnden, T. (1994, “Shoppers know when the price is right”, The Daily Telegraph, 27 December, p. 5.
28. Helson, H. (1964, Adaptation Level Theory, Harper & Row, New York, NY.
29. Henley Centre/Chartered Institute of Marketing (1993, Metamorphosis in Marketing, London, pp. 29‐35.
30. Hoerner, J. (1994, The Burton Group plc Report and Accounts 1994, The Burton Group plc, pp. 6‐7.
31. Jacobson, R. and Obermiller, C. (1990, “The formation of expected future price: a reference price for forward looking consumers”, Journal of Consumer Research, Vol. 16 No. 4, pp. 420‐32.
32. Key Note (1992, Retailing in the UK, 3rd ed., Key Note Publications, London.
33. Kretch, D. and Crutchfield, R. (1948, Theory and Problems in Social Psychology, McGraw‐Hill, New York, NY.
34. Krishna, A., Currim, I.S. and Shoemaker, R.W. (1991, “Consumer perceptions of promotional activity”, Journal of Marketing, Vol. 55 No. 2, pp. 4‐16.
35. Krishnamurthi, L. and Raj, S.P. (1988, “A model of brand choice and purchase quantity price sensitivities”, Marketing Science, Vol. 7 No. 1, pp. 1‐20.
36. Laurance, B. (1993, “DIY prices set to fall in drive to nail sales”, The Guardian, 25 March, p. 17.
37. Levy, M. and Weitz, B.A. (1995, Retailing Management, Irwin, Chicago, IL, pp. 367‐71.
38. Lichtenstein, D.R. and Bearden, W.O. (1989, “Contextual influences on perceptions of merchant‐supplied reference prices”, Journal of Consumer Research, Vol. 16 No. 1, pp. 55‐66.
39. Lichtenstein, D.R, Burton, S. and Karson, E.J. (1991, “The effect of semantic cues on consumer perceptions of reference price ads”, Journal of Consumer Research, Vol. 18 No. 3, pp. 380‐91.
40. Lichtenstein, D.R., Burton, S. and O’Hara, B.S. (1989, “Marketplace attributions and consumer evaluations of discount claims”, Psychology and Marketing, Vol. 6 No. 3, pp. 163‐80.
41. Lichtenstein, D.R., Netemeyer, R.G. and Burton, S. (1990, “Distinguishing coupon proneness from value consciousness: an acquisition‐transaction utility theory perspective”, Journal of Marketing, Vol. 54 No. 3, pp. 54‐67.
42. Liefield, J. and Heslop, L. (1985, “Reference prices and deception in consumer advertising”, Journal of Consumer Research, Vol. 11 No. 4, pp. 868‐76.
43. Litvack, D.S., Calantone, R.J. and Warshaw, P.R. (1985, “An examination of grocery short‐term price effects”, Journal of Retailing, Vol. 61 No. 3, pp. 9‐25.
44. Massy, W.F. and Frank, R.E. (1965, “Short term price and dealing effects in selected market segments”, Journal of Marketing Research, Vol. 2, May, pp. 171‐85.
45. Menswear(1991), “Bargains galore as well‐off wait for the sales”, Menswear, 30 May, p. 5.
46. Mick, D.G. (1990, “Self‐gifts: phenomenological insights from four contexts”, Journal of Consumer Research, Vol. 17 No. 3, pp. 322‐32.
47. Mobley, M.F., Bearden, W.O. and Teel, J.E. (1988, “An investigation of individual responses to tensile price claims”, Journal of Consumer Research, Vol. 15 No. 2, pp. 273‐9.
48. Monroe, K.B. (1971, “Measuring price thresholds by psychophysics and latitudes of acceptance”, Journal of Marketing Research, Vol. 8 No. 4, pp. 460‐4.
49. Monroe, K.B. (1979, Pricing: Making Profitable Decisions, McGraw‐Hill, New York, NY, pp. 37‐46.
50. Office of Fair Trading (1992, “Better deal for consumers”, Vol. 92 No. 1, BeeLine, Office of Fair Trading, London, pp. 6‐8.
51. Ortmeyer. G., Quelch, J.A. and Salmon, W. (1991, “Restoring credibility to retail pricing”, Sloan Management Review, Vol. 33 No. 1, pp. 55‐66.
52. Prus, R. (1986, “It’s on “sale”: an examination of vendor perspectives, activities, and dilemmas”, anadian Review of Sociology and Anthropology, Vol. 23 No. 1, pp. 72‐96.
53. Reich, N. and Micklitz, H.‐W., (1980, Consumer Legislation in the EC Countries: A Comparative Analysis, Van Nostrand Rinehold, Berkshire, pp. 51‐73.
54. Riley, B. (1995, “The mortgages that bite back”, The Financial Times Weekend, 21 January, p. 1.
55. Sambrook, C. (1995, “Shaking DIY to the foundations”, The Daily Telegraph, 21 January, p. B2.
56. Sampson, R.T. (1964, “Sense and sensitivity in pricing”, Harvard Business Review, Vol. 42 No. 6, pp. 99‐105.
57. Stephenson, D. and. Willett, R.P. (1969, “Analysis of consumers’ retail patronage strategies”, in McDonald, P.R. (Ed.), Marketing Involvement in Society and Economy, American Marketing Association, Chicago, IL, pp. 316‐22.
58. Stern, H. (1962, “The significance of impulse buying today”, Journal of Marketing, Vol. 26 No. 2, pp. 59‐62.
59. Stone, G.P. (1954, “City shoppers and urban identification: observations on the social psychology of city life”, American Journal of Sociology, Vol. 60 No. 1, pp. 36‐45.
60. Tauber, E.M. (1972, “Why do people shop?”, Journal of Marketing, Vol. 36 No. 4, pp. 46‐9.
61. Thaler, R. (1985, “Mental accounting and consumer choice”, Marketing Science, Vol. 4 No. 3, pp. 199‐214.
62. Urbany, J.E., Bearden, W.O. and Weilbaker, D.C. (1988, “The effect plausible and exaggerated reference prices on consumer perceptions and price search”, Journal of Consumer Research, Vol. 15 No. 1, pp. 95‐110.
63. Verdict (1992, Verdict on Fashion Pricing, Verdict Research, London.
64. Webster, F.E. (1965, “The ‘deal‐prone’ consumer”, Journal of Marketing Research, Vol. 2 No. 2, pp. 186‐9.
65. Westbrook, R.A. and Black, W.C. (1985, “A motivation based shopper typology”, Journal of Retailing, Vol. 61 No. 1, pp. 78‐103.
66. Winer, R. (1988, “Behavioural perspectives on pricing: buyers’ subjective perceptions of price revisited”, in Divinney, T.M. (Ed.), Issues in Pricing: Theory and Research, Lexington, Lexington, MA, pp. 35‐57.
67. Zeithaml, V.A., Parasuraman, A. and Berry, L.L. (1985, “Problems and strategies in services marketing”, Journal of Marketing, Vol. 49 No. 1, pp. 33‐46.