...Devon DelVecchio; Timothy B. Heath; Max Chauvin Purpose Multi-unit discounts (MUDs, e.g. “3 for $4”) typically increase sales relative to other discounting frames. This study demonstrates the value of MUDs by showing that positive multi-unit price/quantity signals are potent enough to match...

...Judy Harris; Edward A. Blair Purpose The purpose of this paper is to examine how factors that affect the processing of bundled price information moderate consumer response to a price discount on the bundle. Literature on categorical vs piecemeal processing of information predicts that consumers...

...). Coupons and rebates are argued to be effective for the very same reasons (Blattberg and Neslin, 1990). Both reward a consumer with a discount or a cash refund contingent on the performance of some effort (e.g. clipping, organizing, mailing in). Consumers who are highly price sensitive are more likely...

... of this paper is to present the hyperbolic discounting framework as an explanation for how consumers delay‐discount rewards, and test whether this holds for both high‐price and low‐price product categories. Design/methodology/approach Data were collected by administering two online surveys to respondents...

...Sarah Maxwell; Hooman Estelami; Ben Lowe Purpose The purpose of this paper is to examine how perceived performance risk moderates consumers' evaluations of different types of promotions, including extra free product promotions (e.g. buy‐one‐get‐one‐free deals or BOGOFs) and price discounts (e.g...

...Lisa K. Scheer; Omar Shehryar; Charles M. Wood Purpose This research aims to study how buyers' budget constraints influence buyers' perceptions of discounts presented in a dollars‐off versus percentage‐off format. A comparison of perceptions of discount format under budget constraints is missing...

...Mariola Palazón; Elena Delgado Purpose This study aims to integrate price consciousness into the promotional effectiveness framework. Specifically, it aims to analyse whether price consciousness affects the evaluation of price discounts and premiums at two different benefit levels (moderate vs...

... that collections of goods as bundles are usually marketed at a discount to the same collection not bundled. Loss aggregation theory posits that consumers perceive an aggregation of prices as being less than the sum of its parts because they perceive prices as losses, and losses have a concave value perception...

... to buying individual items. For example, Estelami (1999) conducted a descriptive study of savings resulting from fast food bundle items. The findings show that on average consumers save approximately 8 percent by buying a bundle package. © Emerald Group Publishing Limited 2008 Discounts...

... differences. This paper fills some of the gaps. The uncertainty of the discount is a unique characteristic of SAS promotions that is not found in other types of advertised price discounts. Uncertainty avoidance, the extent to which people feel threatened by uncertain, ambiguous, or undefined situations...

... by the consumer. The most prevalent sources of economic effect are the face value of the coupon or the amount of the discount on a bundle offer. However, non‐monetary costs, such as time and effort required for a consumer to make a decision, may be reduced by the promotion. Indeed, the promotion may simplify...

... of the effects of coupon framing on deal perceptions. Design/methodology/approach The study used controlled experiments to test hypotheses. Findings The study found that participants had more favorable deal perceptions and greater usage intentions of coupons that highlight their value as a discount...

...Philip Gendall; Janet Hoek; Tracy Pope; Karen Young Purpose The purpose of this paper is to report the results of two experiments designed to examine the effect on consumers of the way in which price discount messages are expressed, or “framed”. Design/methodology/approach Both studies...

...M.P. Martínez‐Ruiz; A. Mollá‐Descals; M.A. Gómez‐Borja; J.L. Rojo‐Álvarez Purpose To analyze the impact of temporary retail price discount on a consumer goods product category using semiparametric regression and considering different promotional price discount characteristics as well as brand...

...Ronald Drozdenko; Marlene Jensen Purpose Studies on optimal discount levels have sometimes yielded contradictory results, leaving practitioners with unclear direction. This paper proposes clarifying the optimum discount levels. Design/methodology/approach This study asked 453 consumers...

...Vibhas Madan; Rajneesh Suri In this article we analyze price discounts and fixed price offers in terms of their comparative impact on consumer valuation of products. Using a model of consumer valuation, we explore the interaction between the negative quality effect and the positive monetary...

...Jeanne Lauren Munger; Dhruv Grewal This research examines the effects of bundling format (partially‐bundled attributes vs. unbundled attributes) and framing of promotional discounts (rebate, discount and free‐options) on perceived quality, price acceptability, perceived value and subsequent...

...Keith S. Coulter Most airlines utilize a revenue maximizing technique called yield management (YM), which allows the airlines to allocate their fixed capacity of seats to various fare categories in the most profitable manner possible. The discriminatory pricing goal is to sell only non‐discounted...