The implications of individual differences in reference price utilization for designing effective price communications
Article Abstract:
Consumer involvement with a product category influences the process by which they evaluate a pricing offer. The study reviews two different processes, unitized or non-unitized, suggested in prior research. Results indicate that managers who must determine how to communicate pricing must pay close attention to individual differences in reference price utilization. The need for market segmentation is highlighted.
Publication Name: Journal of Business Research
Subject: Business, general
ISSN: 0148-2963
Year: 2001
User Contributions:
Comment about this article or add new information about this topic:
New developments in marketing communications and consumer behavior
Article Abstract:
The retail industry faces changes caused by social and technological developments and these developments are causing retailers to develop new distribution, pricing, marketing communications, and retention marketing strategies.
Publication Name: Journal of Business Research
Subject: Business, general
ISSN: 0148-2963
Year: 2001
User Contributions:
Comment about this article or add new information about this topic:
The impact of response styles on the stability of cross-national comparisons
Article Abstract:
The impact of customer responses on international market performances of multinational corporations is analyzed.
Publication Name: Journal of Business Research
Subject: Business, general
ISSN: 0148-2963
Year: 2006
User Contributions:
Comment about this article or add new information about this topic:
- Abstracts: Testing predictions derived from inoculation theory and the effectiveness of self-disclosure communications strategies
- Abstracts: The role of management scholarship in the public sector: Using the commentaries to move forward. Maximizing Cross-Functional New Product Teams' Innovativeness And Constraint Adherence: A Conflict Communications Perspective
- Abstracts: The determinants of executive compensation in family-controlled public corporations. Toward a Greater Understanding of How Dissatisfaction Drives Employee Turnover
- Abstracts: The evolving value of foreign partnerships in transitioning economies. The Use of Modular Organizational Forms: An Industry-Level Analysis
- Abstracts: Environmental conditions at founding and organizational mortality: a trial-by-fire model. Resource Partitioning and the Evolution of Specialist Organizations: The Role of Location and Identity in the U.S. Wine Industry