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Processing fluency versus novelty effects in deal perceptions

Kramer, Thomas; Min Kim, Hyeong - In: Journal of Product & Brand Management 16 (2007) 2, pp. 142-147

Purpose – The purpose of this study is two‐fold. First, to explore differences in consumers' deal perceptions for coupons framed as potential gains to be obtained versus equivalent losses to be avoided. Second, it seeks to demonstrate the underlying process of the effects of coupon framing...

Persistent link: https://www.econbiz.de/10014895958

Format effects in volume discounts to consumers

Parguel, Béatrice; De Pechpeyrou, Pauline; … - In: Journal of Product & Brand Management 16 (2007) 5, pp. 348-357

Purpose – Using a classification of benefits and costs of promotional offers along three routes – economic, informational and affective – this paper aims at evaluating, from the consumer's point of view, the relative perceptual disadvantages of separate‐item bundles compared to...

Persistent link: https://www.econbiz.de/10014895986

A comparative study of perceptions toward “scratch and save” promotions in Canada and Korea

Choi, Sungchul; Kim, Moontae - In: Journal of Product & Brand Management 17 (2008) 4, pp. 265-271

Purpose – The paper seeks to examine cross‐cultural differences in how consumers evaluate “scratch and save” (SAS) promotions (which are characterized by uncertainty of savings outcomes) between Canada and Korea, where the promotion tool is widely used but the countries have different...

Persistent link: https://www.econbiz.de/10014896032

Price bundling and framing strategies for complementary products

Arora, Raj - In: Journal of Product & Brand Management 17 (2008) 7, pp. 475-484

Purpose – The purpose of this paper is to investigate the effectiveness of price bundling and message framing on attitudes, intentions, and beliefs about attributes of teeth whitening products. Although each of these variables, message framing and price bundling, has been explored...

Persistent link: https://www.econbiz.de/10014896057

Consumer perceptions of bundles

Nguyen, Adam; Heeler, Roger M.; Buff, Cheryl - In: Journal of Product & Brand Management 18 (2009) 3, pp. 218-225

Purpose – The purpose of this paper is to test inferred bundle saving versus loss aggregation as explanations of consumer evaluations of bundles. Inferred bundle saving posits that consumer impressions of bundles are anchored in the daily economic reality that collections of goods as bundles...

Persistent link: https://www.econbiz.de/10014896087

The moderating role of price consciousness on the effectiveness of price discounts and premium promotions

Palazón, Mariola; Delgado, Elena - In: Journal of Product & Brand Management 18 (2009) 4, pp. 306-312

, it aims to analyse whether price consciousness affects the evaluation of price discounts and premiums at two different … moderate benefit level, price discounts and premiums are equally effective for high price conscious consumers. However, price … discounts are more effective than premiums for low price conscious consumers. At high benefit level price discounts are more …

Persistent link: https://www.econbiz.de/10014896100

How budget constraints impact consumers' response to discount presentation formats

Scheer, Lisa K.; Shehryar, Omar; Wood, Charles M. - In: Journal of Product & Brand Management 19 (2010) 3, pp. 225-232

Purpose – This research aims to study how buyers' budget constraints influence buyers' perceptions of discounts … compare objectively equivalent discounts that are presented in either dollars‐off or percent‐off terms. Participants … $‐off versus percent‐off discounts may not be appropriate for expensive or inexpensive products respectively, as shown in …

Persistent link: https://www.econbiz.de/10014896158

Delay‐discounting rewards from consumer sales promotions

Coker, Kesha K.; Pillai, Deepa; Balasubramanian, Siva K. - In: Journal of Product & Brand Management 19 (2010) 7, pp. 487-495

levels and tests for the same. The results are of considerable significance for marketers wishing to offer price discounts to …

Persistent link: https://www.econbiz.de/10014896193

Consumer perceptions of extra free product promotions and discounts: the moderating role of perceived performance risk

Lowe, Ben - In: Journal of Product & Brand Management 19 (2010) 7, pp. 496-503

discounts (e.g. 50 per cent off). Some evidence shows that consumers prefer extra free products to discounts because of mental … stockpile, moderates consumers' evaluations of extra free product promotions and price discounts. Design … for extra free product promotions and price discounts. Specifically, for products low on performance risk consumers tend …

Persistent link: https://www.econbiz.de/10014896194

The consumer psychology of mail‐in rebates

Gourville, John T.; Soman, Dilip - In: Journal of Product & Brand Management 20 (2011) 2, pp. 147-157

Purpose – Mail‐in rebates are an oft used, but poorly understood mechanism to promote the purchase of a product. In particular, prior research suggests that a significant percentage of consumers who purchase a product intending to redeem an accompanying rebate, fail to do so – a phenomenon...

Persistent link: https://www.econbiz.de/10014896217