... a comprehensive store-level data set covering 52 categories and 130 stores of two retailer chains during 2003-2009, this paper examines how shares of standard and premium PLs affect retailer marketing strategies for NB retail prices, promotions and product assortments. The empirical analysis uses a simultaneous...

...Mario Kienzler Purpose While marketing and management research suggests that managers’ individual characteristics influence pricing decisions, the influence of personality traits in this context remains unclear. This study aims to explore the relationship between the five basic personality traits...

...Lan Xia; Nada Nasr Bechwati Purpose This paper aims to present a model linking price promotions to checkout donations. It is argued that price promotions evoke two perceptions/emotions, namely, feelings of gratitude and perceived sacrifice of purchase, which consequently, influence the likelihood...

...Pierre Desmet Purpose Questionnaire measures of consumers’ willingness to pay (WTP) and price sensitivity are biased, yet these declarative methods can aid managerial decision-making. Additional choices involve which question formats to use (open-ended or discrete choice) and how many questions...

... of their experience. Rather, just a few moments appear to impact overall evaluation. Firms that sell access to a series of experiences, such as an all-you-can-eat buffet, should focus on leading customers to the best experience first particularly when prices may be considered moderate to high. Originality/value...

...Alexander C. Larson; Rita L. Reicher; David William Johnsen Purpose – The purpose of this research is to test for price threshold effects in the demand for high-involvement services for small businesses. Design/methodology/approach – The authors use a stated preference choice-based conjoint...

...Peter De Maeyer; Hooman Estelami Purpose The objective of this paper is to propose and empirically test a potential mechanism for how consumers form reference prices. The proposed peak‐end rule of reference price formation says that reference prices are formed as a weighted average of the highest...

...Shazad Mustapha Mohammed; Paul W. Miniard Purpose The purpose of this paper is to assess the robustness of effects found by Barone et al. that partially comparative pricing enhances consumers' relative price beliefs about its comparatively priced products, but risks adversely affecting...

...Mohammad G. Nejad Purpose This study aims to explore optimal pricing strategies for innovations with direct network externalities – the effect that the number of adopters of an innovation has on the utility of the innovation to other potential adopters. Examples of such innovations are fax...

...K.B. Saji; Brian R. Kinard; Michael L. Capella; Greg Bonner Purpose Using adaptation‐level theory as a conceptual framework, the purpose of this research is to determine what effect, if any, marketplace conditioning has on consumer price estimates and product evaluations. Design/methodology...

...K.B. Saji; Howard Forman; James M. Hunt Purpose The purpose of this article is to assess managers' evaluation of risk associated with applicable uncontrollable forces when developing pricing strategies. Design/methodology/approach The present study is based on attribution theory. An experiment...

...Anna Codini; Nicola Saccani; Alessandro Sicco Purpose The paper seeks to fill a research gap that concerns empirical studies on value‐based pricing in durable consumer goods. It aims to analyse the relationship between value for the customer and market prices in the washing machines market...

...Cristiane Pizzutti dos Santos; Kenny Basso Purpose This study aims to present and test a conceptual framework for the consequences of price unfairness, positing trust and emotions as two important mediators of the perception of price unfairness and its relationship to switching and negative word...

...Jeffrey E. Danes; Joan Lindsey‐Mullikin Purpose This paper presents a model relating Nagle and Holden's factors of price sensitivity to expected price and willingness to pay. This work presents various perspectives on price elasticity/sensitivity, empirically tests aspects of the influence...

... on asking prices of used products are also examined and profiled across time and contrasted across three countries: Britain, Canada, and the USA. Design/methodology/approach Used product advertisements were obtained for 1995 (USA) and 2010 (USA, Canada, and Britain). The ratio of ad content dedicated...

... and bundling strategy stimuli on the dependent variables product choice and price paid were measured. Findings Bundles offered by low‐tier brands are more attractive when they are offered in a combined price format than in a partitioned price format. Bundles offered by high‐tier brands are more attractive...

...Sarah M. Maxwell; Hoomn Estelami; Dhruv Grewal; Anne L. Roggeveen; Larry D. Compeau; Michael Levy Purpose In this brief paper, the aim is to highlight three important pricing areas: the business strategies and pricing models that have evolved over the past 20 years of research, the customers...

...Sarah M. Maxwell; Hoomn Estelami; Maria Petrescu Purpose The objective of this study is to analyze price dispersion in the context of internet based shopping malls and assess which of the main informational elements available online about sellers affect online price dispersion. Design...

...Sarah M. Maxwell; Hoomn Estelami; Juan (Gloria) Meng Purpose The purpose of this paper is to review and understand the underlying structure of price perception, to recognize how cultural factors influence price perception, and to develop and empirically test a model of cultural differences...

...David J. DiRusso; Susan M. Mudambi; David Schuff Purpose Despite the availability of side‐by‐side price comparisons, online retailers often charge very different prices for the same product. The purpose of this paper is to identify the drivers of price differences in an online retail marketplace...