Percentage discounts, initial price, and bargain hunting: a heuristic-systematic approach to price search behavior
Article Abstract:
Consumer decisions concerning price search were investigated using the heuristic-systematic model of social judgment (S. Chaiken, A. Liberman, & A.H. Eagly, 1989). Consumers used the size of the percentage discount as a heuristic cue to help decide whether a better price was likely to be available elsewhere. However, as predicted, participants relied on this cue only when the initial base price of the item was low. In contrast, search was continued despite the offer of a large percentage discount when consumers were shopping for items that were relatively expensive. This finding was attributed to the higher potential costs associated with missing a better price when consumers were shopping for more expensive items. In general, the heuristic-systematic model proved to be a useful way to characterize price search decisions. It was also suggested that these findings might be useful in explaining some conflicting results in the price search literature. Implications for behavioral price theories are also discussed. (Reprinted by permission of the publisher.)
Publication Name: Journal of Applied Psychology
Subject: Social sciences
ISSN: 0021-9010
Year: 1995
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The cognitive interview and the assessment of the credibility of adults' statements
Article Abstract:
The authors examined whether a cognitive interview would negatively affect the accuracy of a criteria-based content analysis (CBCA) in distinguishing truthful and fabricated statements. Adults (N=59) gave a truthful or a fabricated account of a blood-donation episode. They were interviewed with either a cognitive or a structured interview. The number of correct, incorrect, and confabulated details were counted from written transcripts of the accounts. The cognitive interview produced significantly more correct and confabulated details than did the structured interview. The transcripts were further evaluated according to a subset of CBCA criteria plus 6 additional criteria. The content characteristics reliably discriminated truthful and fabricated accounts. No interaction was found between truthfulness and the type of interview, indicating that the cognitive interview did not impair the potential of CBCA in distinguishing truthful and fabricated statements. (Reprinted by permission of the publisher.)
Publication Name: Journal of Applied Psychology
Subject: Social sciences
ISSN: 0021-9010
Year: 1995
User Contributions:
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