The Effect of Plausible and Exaggerated Reference Prices on Consumer Perceptions and Price Search

1988 ◽  
Vol 15 (1) ◽  
pp. 95 ◽  
Author(s):  
Joel E. Urbany ◽  
William O. Bearden ◽  
Dan C. Weilbaker
1979 ◽  
Vol 43 (3) ◽  
pp. 85-92 ◽  
Author(s):  
Murphy A. Sewall ◽  
Michael H. Goldstein

The emergence of the latest form of aggressive, low price retailer— the catalog showroom merchandiser—has ignited a controversy over comparative price advertising. This paper considers that problem within the context of existing literature and presents results of a survey of catalog showroom customers.


2019 ◽  
Vol 36 (7) ◽  
pp. 901-910 ◽  
Author(s):  
Subhash Jha ◽  
Sujay Dutta ◽  
Ahmet Koksal

Purpose This study aims to examine whether adding a quantity scarcity message to a monetary discount helps to improve consumers’ offer-related perceptions and intentions, and how the effectiveness of that message compares with adding time restriction to the offer. Design/methodology/approach Two experiments, where participants evaluated retail ads and responded to relevant measures, were conducted in two country markets. Findings Adding either a quantity scarcity message or time restriction to a monetary discount increases the potency of a retail offer. Further, when an offer ad emphasizes product and price-related cues in a balanced manner, time restriction results in more favorable consumer perceptions than scarcity. However, this difference in the messages’ efficacy disappears when the offer strongly emphasizes price-related cues. Research limitations/implications The US market sample is more homogeneous than the Indian one. Discounts were presented in terms of advertised reference prices; further research with other discount formats is desirable. Practical implications Understanding the relative efficacy of quantity scarcity message and time restriction in discounted retail offers can give managers flexibility in the use of these tools. Originality/value This paper addresses scholars’ call for theory-grounded research that provides guidance to retailers on the use of sales promotional tools.


2013 ◽  
Author(s):  
Elise Chandon Ince ◽  
Nora Moran ◽  
Rajesh Bagchi
Keyword(s):  

2011 ◽  
Author(s):  
Mario Pandelaere ◽  
Barbara Briers ◽  
Christophe Lembregts
Keyword(s):  

HortScience ◽  
1994 ◽  
Vol 29 (5) ◽  
pp. 576d-576
Author(s):  
Ellen T. Paparozzi

Fertilizer particularly nitrogen is part of the concern about groundwater contamination. Many floricultural and ornamental plants do not need the high rates of nitrogen that are typically recommended. However, whenever one alters the quantity of a given nutrient the overall nutrient balance, as well as other physiological processes, changes. A brief overview of our research on poinsettias, roses, and chrysanthemums will be presented. Suggested ratios, critical S levels and nutrient problems associated with incorrect balances will be shared. Limitations due to statistical methods and the impact nutrient balance has on certain plant processes such as flowering and coloring and thus, consumer acceptance will be summarized. Future plans in this area may focus on the need for new statistical techniques, nutrient acquisition by roots and consumer perceptions of plant quality.


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