Access the full text.
Sign up today, get DeepDyve free for 14 days.
Loading next page...
/lp/springer-journals/the-odd-ending-price-justification-effect-the-influence-of-price-dNiYTtyYZ5
References (62)
-
Uzma Khan, R. Dhar (2010)
Price-Framing Effects on the Purchase of Hedonic and Utilitarian BundlesJournal of Marketing Research, 47
-
Kristopher Preacher, Derek Rucker, A. Hayes (2007)
Addressing Moderated Mediation Hypotheses: Theory, Methods, and PrescriptionsMultivariate Behavioral Research, 42
-
R. Dhar, K. Wertenbroch (2000)
Consumer Choice between Hedonic and Utilitarian GoodsJournal of Marketing Research, 37
-
M. Strahilevitz, J. Myers (1998)
Donations to Charity as Purchase Incentives: How Well They Work May Depend on What You are Trying to SellMKTG: Affect & Emotion (Topic)
-
Sabine Kleinsasser, Udo Wagner (2011)
Price endings and tourism consumers’ price perceptionsJournal of Retailing and Consumer Services, 18
-
H. Estelami (1999)
The computational effect of price endings in multi‐dimensional price advertisingJournal of Product & Brand Management, 8
-
Philip Gendall, Judith Holdershaw, R. Garland (1997)
The effect of odd pricing on demandEuropean Journal of Marketing, 31
-
S. Poltrock, D. Schwartz (1984)
Comparative judgments of multidigit numbers.Journal of Experimental Psychology: Learning, Memory and Cognition, 10
-
G. Kalyanaram, J. Little (1994)
An Empirical Analysis of Latitude of Price Acceptance in Consumer Package GoodsJournal of Consumer Research, 21
-
G. Fitzsimons, Patti Williams (2000)
Asking questions can change choice behavior: does it do so automatically or effortfully?Journal of experimental psychology. Applied, 6 3
-
Jungsil Choi, Kiljae Lee, Yong-Yeon Ji (2012)
What type of framing message is more appropriate with nine-ending pricing?Marketing Letters, 23
-
Manoj. Thomas, V. Morwitz (2005)
Penny Wise and Pound Foolish: The Left‐Digit Effect in Price CognitionJournal of Consumer Research, 32
-
C. Quigley, Elaine Notarantonio (2015)
An Exploratory Investigation of Perceptions of Odd and Even Pricing -
R. Schindler (1991)
Symbolic Meanings of a Price EndingACR North American Advances
-
Ran Kivetz, Itamar Simonson (2002)
Earning the Right to Indulge: Effort as a Determinant of Customer Preferences toward Frequency Program RewardsJournal of Marketing Research, 39
-
R. Baumeister (2002)
Yielding to Temptation: Self‐Control Failure, Impulsive Purchasing, and Consumer BehaviorJournal of Consumer Research, 28
-
D. Prelec, G. Loewenstein (1998)
The Red and the Black: Mental Accounting of Savings and DebtMarketing Science, 17
-
S. Macé (2012)
The Impact and Determinants of Nine-Ending Pricing in Grocery RetailingJournal of Retailing, 88
-
Christine Harris, J. Bray (2007)
Price endings and consumer segmentationJournal of Product & Brand Management, 16
-
J. Lattin, R. Bucklin (1989)
Reference Effects of Price and Promotion on Brand Choice BehaviorJournal of Marketing Research, 26
-
A. Crowley, Eric Spangenberg, Kevin Hughes (1992)
Measuring the hedonic and utilitarian dimensions of attitudes toward product categoriesMarketing Letters, 3
-
Kevin Voss, Eric Spangenberg, Bianca Grohmann (2003)
Measuring the Hedonic and Utilitarian Dimensions of Consumer AttitudeJournal of Marketing Research, 40
-
Jianping Liang, Vinay Kanetkar (2006)
Price endings: magic and mathJournal of Product & Brand Management, 15
-
Rolph Anderson, M. Jolson (1980)
Technical Wording in Advertising: Implications for Market SegmentationJournal of Marketing, 44
-
D. Soman, Amar Cheema (2010)
Earmarking and Partitioning: Increasing Saving by Low-Income HouseholdsJournal of Marketing Research, 48
-
K. Manning, David Sprott (2009)
Price Endings, Left‐Digit Effects, and ChoiceJournal of Consumer Research, 36
-
R. Schindler, P. Kirby (1997)
Patterns of Rightmost Digits Used in Advertised Prices: Implications for Nine-Ending EffectsJournal of Consumer Research, 24
-
George Bizer, R. Schindler (2005)
Direct Evidence of Ending- Digit Drop-Off in Price Information ProcessingPsychology & Marketing, 22
-
Uzma Khan, R. Dhar (2006)
Licensing Effect in Consumer ChoiceJournal of Marketing Research, 43
-
Keith Coulter (2001)
Odd‐ending price underestimation: an experimental examination of left‐to‐right processing effectsJournal of Product & Brand Management, 10
-
R. Schindler, T. Kibarian (1996)
Increased consumer sales response though use of 99-ending pricesJournal of Retailing, 72
-
(1986)
Research note: the influence of perceived risk on brand preference for supermarket products -
(2004)
Numerical encoding and oddending prices: the effect of a contrast in discount perception -
Sooyeon Lee-Wingate, K. Corfman (2010)
A Little Something for Me and Maybe for You, Too: Promotions that Relieve GuiltMarketing Letters, 21
-
D. Navon (1977)
Forest before trees: The precedence of global features in visual perceptionCognitive Psychology, 9
-
T. Wilson, N. Brekke (1994)
Mental contamination and mental correction: unwanted influences on judgments and evaluations.Psychological bulletin, 116 1
-
Ran Kivetz, Yuhuang Zheng (2006)
Determinants of justification and self-control.Journal of experimental psychology. General, 135 4
-
Karen Gedenk, H. Sattler (1999)
The impact of price thresholds on profit contribution — Should retailers set 9-ending prices?Journal of Retailing, 75
-
Kirthi Kalyanam, Thomas Shively (1998)
Estimating Irregular Pricing Effects: A Stochastic Spline Regression ApproachJournal of Marketing Research, 35
-
RM Schindler (1991)
Advances in consumer research -
Y Zheng, R Kivetz (2009)
The differential promotion effectiveness on hedonic versus utilitarian productsAdvances in Consumer Research, 36
-
R. Schindler, Alan Wiman (1989)
Effects of odd pricing on price recallJournal of Business Research, 19
-
R. Batra, O. Ahtola (1991)
Measuring the hedonic and utilitarian sources of consumer attitudesMarketing Letters, 2
-
R. Chitturi, Rajagopal Raghunathan, V. Mahajan (2008)
Delight by Design: The Role of Hedonic versus Utilitarian BenefitsJournal of Marketing, 72
-
E. Okada (2005)
Justification Effects on Consumer Choice of Hedonic and Utilitarian GoodsJournal of Marketing Research, 42
-
M. Laroche, Chankon Kim, Lianxi Zhou (1996)
Brand familiarity and confidence as determinants of purchase intention: An empirical test in a multiple brand contextJournal of Business Research, 37
-
E. Hirschman, M. Holbrook (1982)
Hedonic Consumption: Emerging Concepts, Methods and PropositionsJournal of Marketing, 46
-
Suzanne O'Curry, M. Strahilevitz (2001)
Probability and Mode of Acquisition Effects on Choices Between Hedonic and Utilitarian OptionsMarketing Letters, 12
-
R. Schindler (2003)
The 99 price ending as a signal of a low-price appealJournal of Retailing, 82
-
Judith Holdershaw, Philip Gendall, R. Garland (1997)
The Widespread Use of Odd Pricing in the Retail Sector -
Michel Pham (1998)
Representativeness, Relevance, and the Use of Feelings in Decision MakingJournal of Consumer Research, 25
-
Yuhuang Zheng, Ran Kivetz (2009)
The Differential Promotion Effectiveness on Hedonic Versus Utilitarian ProductsACR North American Advances
-
G. Chakraborty, A. Allred, A. Sukhdial, Terry Bristol (1997)
Use of Negative Cues to Reduce Demand For Counterfeit ProductsACR North American Advances
-
C. Moorman, K. Diehl, D. Brinberg, Blair Kidwell (2004)
Subjective Knowledge, Search Locations, and Consumer ChoiceJournal of Consumer Research, 31
-
Tory Higgins (1997)
Beyond pleasure and pain.The American psychologist, 52 12
-
R. Schindler, T. Kibarian (2001)
Image Communicated by the Use of 99 Endings in Advertised PricesJournal of Advertising, 30
-
J. Morgan (2005)
Design and Analysis: A Researcher's HandbookTechnometrics, 47
-
Michael Basso, B. Schefft, M. Ris, W. Dember (1996)
Mood and global-local visual processingJournal of the International Neuropsychological Society, 2
-
Arul Mishra, Himanshu Mishra (2010)
The Influence of Price Discount versus Bonus Pack on the Preference for Virtue and Vice FoodsJournal of Marketing Research, 48
-
Mark Stiving, R. Winer (1997)
An Empirical Analysis of Price Endings with Scanner DataJournal of Consumer Research, 24
-
I. Ajzen, T. Brown, L. Rosenthal (1996)
Information Bias in Contingent Valuation: Effects of Personal Relevance, Quality of Information, and Motivational OrientationJournal of Environmental Economics and Management, 30
-
D. Fortin, S. Cleland, A. Jenkins (2008)
Effects of Advertised Pricing on Brand Image for an On-Line Retailer
- Publisher
- Springer Journals
- Copyright
- Copyright © 2014 by Academy of Marketing Science
- Subject
- Economics / Management Science; Business/Management Science, general; Marketing; Social Sciences, general
- ISSN
- 0092-0703
- eISSN
- 1552-7824
- DOI
- 10.1007/s11747-014-0369-6
- Publisher site
- See Article on Publisher Site
Abstract
This paper examines how odd-ending pricing influences consumption of hedonic and utilitarian products. Four studies test the hypothesis that the discount image associated with odd-ending prices reduces anticipated guilt and provides justification for hedonic consumption – an effect the authors label the odd-ending price justification effect (OPJE). Study 1 reveals people are more likely to choose hedonic over utilitarian products when they have odd-ending prices. Study 2 finds that the effect of odd-ending prices on hedonic consumption is mediated by guilt reduction. Study 3 reveals a boundary condition for the OPJE – purchase likelihood of hedonic products increases only when monetary, not nonmonetary, guilt is reduced. Study 4 suggests the OPJE operates at an unconscious level, as consumers who are made aware of the trivial difference between odd- and round-ending prices are no longer influenced by odd-ending prices. The theoretical, practical, and research implications of these findings are discussed.
Journal
Journal of the Academy of Marketing Science – Springer Journals
Published: Jan 31, 2014