... involving two interactive experiments (n = 298, n = 390) and the Gabor–Granger pricing method (n = 212), this research examines how warmth and competence are conveyed through ECA voice prosody and how interaction styles impact perceptions of believability, rapport and customer...

...Lei Song; Rajneesh Suri; Yanliu Huang Purpose This paper aims to examine how a stereotype threat, which entails being aware of a negative stereotype about one’s social group (e.g. gender), affects consumers’ price perceptions. Design/methodology/approach The authors conducted four studies...

... such as marketing). The authors explore the single and compounded effect of the motivational salience of food’s intrinsic reinforcing value tied to its sugar content and that of two marketing food cues, price and in-store display, on actual consumer purchase behavior. Design/methodology/approach The authors...

...Jun Yao; Harmen Oppewal Purpose This paper aims to first investigate how unit pricing affects consumers’ grocery purchase decisions and perceptions of the shopping task’s information load. The second goal is to test how time pressure enhances the behavioural and perceptual effects of displaying...

...Rajat Roy; Fazlul K. Rabbanee; Piyush Sharma Purpose The purpose of this paper is to investigate the direct and indirect effects of social visibility (private vs public), purchase motivation (intrinsic vs extrinsic vs altruistic) and external reference price (ERP) (absent vs present) on consumers...

...Anjala S. Krishen; Shaurya Agarwal; Pushkin Kachroo Purpose The purpose of this research is to increase consumer safety by providing insights about the linkage between consumer knowledge, price perception and safety intentions. Drawing from the expanded societal view of marketing, this model aims...

... of affecting the price of the product. Design/methodology/approach – Using data on camcorders and point & shoot digital cameras collected from multiple intermediary sources, this paper empirically tests the relationships among brand equity, send for review decisions, the nature of reviews and pricing...

... – Research in the area of cost transparency, pricing and related theoretical domains is analysed to understand the potential role for buyers and sellers in consumer markets. Findings – Although there are an increasing number of examples of greater operational transparency in supply chains, cost...

... why companies should embrace cost transparency. Cost transparency can negatively impact a company when, in absence of clear reason for higher price, it is unfairly charging consumers a higher price vis-à-vis competition. Cost transparency thus exposes the most intimate aspects...

...Iain Watson; Steve Wood; John Fernie Purpose – This paper aims to explore the applied context of grocery retail pricing practice to understand how pricing executives approach “regular price” decision-making (as opposed to promotional pricing). The study seeks to inductively develop a model...

...Christian Schlereth Purpose – In cooperation with a German online retail bank, the aim of this paper is to investigate how the bank should price a new fee-only financial advisory service. Two types of pricing plans differ in terms of their strategies for determining monthly prices: a fixed...

...Sally McKechnie; James Devlin; Christine Ennew; Andrew Smith Purpose The objective of this paper is to examine the framing effects of discount presentation format in comparative price advertising in a low‐price and a high‐price product context. In particular, the authors study whether identical...

... review of a range of marketing mix components used by pharmaceutical brands against low‐price generic brands. © Emerald Group Publishing Limited 2012 Extending the brand's product range through launching innovative new products and line extensions is a strategy aimed at shifting consumer...

.... Actors need to develop new sets of market capabilities, such as value sensing, the ability to measure markets, price formation and pricing logics, and market scripting. Originality/value For a scholarly audience the paper contributes to the discussion on how markets are redefined from being places...

...Guan‐Ru Chen Purpose The purpose of this study is to investigate the relationship between advertising and price rigidity. The result can help marketing managers to launch price promotions on appropriate products. Design/methodology/approach The approach used in the paper is a rational...

...Stephan Zielke Purpose The purpose of this paper is to analyse how five price image dimensions influence shopping intentions for different store formats. Design/methodology/approach In total, 306 espondents evaluated three stores from a list of 18 retailers on a multiple‐item scale, resulting...

... or in a branded form. The aim of the this paper is to study the demand for add‐on services in the mobile communications industry and to detail a methodology that can be employed to make this assessment. Design/methodology/approach A field experimental design approach using two‐brand manipulations, four‐price...

... Pricing Negotiating United Arab Emirates Western hemisphere According to the results of this study most consumers have a tendency to bargain, although to differing degrees. Arab consumers bargain, Western consumers bargain, men bargain, and women bargain. However, their motives differ. To some...

...Carlos M.P. Sousa; Frank Bradley Purpose The purpose of this paper is to identify the key factors that influence price adaptation in export markets. Design/methodology/approach The conceptual model was tested empirically using data collected by mail questionnaire in a sample survey of 140...

... Emerald Group Publishing Limited 2007 Consumer behaviour Payments Pricing The knowledge of consumers' willingness‐to‐pay (WTP) is crucial for profitable pricing decisions (Gijsbrechts, 1993). State‐of‐the‐art pricing instruments (e.g. price differentiation, bundling, non‐linear pricing...