Purpose – This study aims to extend prior studies by examining the mediation effects of sticker shock on the relationship between price discount and buying intention. Sticker shock refers to the discrepancy between a brand’s sale price (SP) and an individual’s internal reference price...

Purpose – This article aims to investigate whether intermediaries reduce loss aversion in the context of a high‐involvement non‐frequently purchased hedonic product (tourism packages). Design/methodology/approach – The study incorporates the reference‐dependent model into a multinomial...

In this thesis, we develop a SKU level market basket model and apply the model to investigate cross-category reference price effects. This research extends previous work on the category-level multivariate logit model (Russell and Petersen 2000). Our model is a generalization of the multivariate...

Part one of the thesis studies differential diagnosticity towards substantive extrinsic information available in the environment. This research tests the interaction between regulatory focus and availability of extrinsic-substantive information such as consensus information, on the range of...