The authors integrate previous research that has investigated experimentally the influence of price, brand name, and/or store name on buyers’ evaluations product quality. meta-analysis sugge...

Journal Article The Moderating Effect of Prior Knowledge on Cue Utilization in Product Evaluations Get access Akshay R. Rao, Rao Search for other works by this author on: Oxford Academic PubMed Google Scholar Kent B. Monroe Consumer Research, Volume 15, Issue 2, September 1988, Pages 253–264, https://doi.org/10.1086/209162 Published: 01 1988 history Received: February 1987 Revision received: March

A replication and extension of a study performed by Bearden Etzel are reported in this article. The influence peers on individuals' product brand decisions for products that range their degree conspicuousness is examined comparable samples the United States Thailand to assess validity original framework over time across cultural contexts. Further, family addressed through an examination intergenerational influences two cultures. results lend support theoretical approach also provide insight...

In this article, the authors examine circumstances in which brand names convey information about unobservable quality. They argue that a name can quality credibly when false claims will result intolerable economic losses. These losses occur for two reasons: (1) of reputation or sunk investments and (2) future profits whether not has reputation. The test assertion context emerging practice alliances. Results from several studies are supportive premise suggest that, evaluating product an...

The authors integrate previous research that has investigated experimentally the influence of price, brand name, and/or store name on buyers’ evaluations product quality. meta-analysis suggests that, for consumer products, relationships between price and perceived quality are positive statistically significant. However, effect is small not Further, type experimental design strength manipulation shown to significantly observed

This article assesses whether differences in prior knowledge result (1) price acceptability and (2) the extent to which different types of information are examined. Using a personal computer-based methodology, subjects who varied their product provided responses, time they spent examining various kinds was measured. Acceptable price-range end-points (price limits) were found be lowest for low-knowledge subjects. Further, related extrinsic examined moderately knowledgeable Results from second...

What political candidates say during their campaign and when they it are critical to success. In three experiments, we show that abstract, “why”-laden appeals more persuasive than concrete, “how”-laden voters' decision is temporally distant; the reverse true imminent, these results strongest among those who politically uninformed. These effects seem be driven by a match between temporal distance abstractness of message leads perceptions fluency, ensuing “feels right” experience yields...

In this article, the authors examine cross-cultural variations in how people discount future. Specifically, they predict that from Western cultures are relatively less patient and therefore future to a greater degree than do Eastern cultures, thus Westerners value immediate consumption more. Furthermore, on basis of regulatory focus theory, when Easterners faced with threat delay receiving product (i.e., prevention loss), more impatient, whereas not being able enjoy early promotion their...

Journal Article Price Premium Variations as a Consequence of Buyers' Lack Information Get access Akshay R. Rao, Rao Search for other works by this author on: Oxford Academic PubMed Google Scholar Mark E. Bergen Consumer Research, Volume 19, Issue 3, December 1992, Pages 412–423, https://doi.org/10.1086/209311 Published: 01 1992 history Received: October 1991 Revision received: May

As I discuss in this commentary, these findings are noteworthy for three reasons. First, they novel because extant perspectives on how price-quality relationships operate do not envision the process that SCA posit. Second, provocative because, consistent with opening quote attributed to Einstein, suggest perceptions can occasionally influence reality. Third, potentially controversial raise specter of hidden persuaders a stealthy and manipulative fashion prey consumers' psychological...

This research reports on a cognitive neuroscientific examination of whether trade-off aversion explains the attraction effect. The principal study involves neuroimaging participants engaging in choice tasks while their cerebral activity is recorded. authors examine presence third (normatively irrelevant) alternative yields relatively less activation areas brain associated with negative emotion than during involving two equally (un)attractive options. results support claim that sets are...

The interpretation of a percentage change often hinges on the base value to which it is attached. authors identify tendency among consumers neglect values when processing information and investigate implications such for how evaluate economically equivalent offers presented in terms, as bonus packs price discounts. first document substantial advantage sales volume pack over an discount field experiment conducted retail store. Furthermore, mall-intercept survey multiple lab studies, provide...

Existing literature that argues for the prevalence of price premiums is examined. An evaluation an extant model identifies several possible boundary conditions limit applicability model. A set propositions developed based on these conditions, linking buyer, seller, and market factors to magnitude should be available. Alternative means empirical testing are offered, some implications applications this line thinking pricing brand management described. Copyright 1996 by University Chicago Press.

Journal Article When Two Plus Is Not Equal to Four: Errors in Processing Multiple Percentage Changes Get access Haipeng (Allan) Chen, Chen Search for other works by this author on: Oxford Academic PubMed Google Scholar Akshay R. Rao of Consumer Research, Volume 34, Issue 3, October 2007, Pages 327–340, https://doi.org/10.1086/518531 Published: 06 June 2007

Abstract A key element thought to have changed during domestication is dogs’ propensity communicate with humans, particularly their inclination gaze at them. classic test measure this the ‘unsolvable task’, where after repeated successes in obtaining a reward by object-manipulation, animal confronted an unsolvable version of task. ‘Looking back’ humans has been considered expression dogs seeking help. While it occurs more than socialized wolves, level exposure human communication also...

People are frequently faced with making a new choice decision after preferred option becomes unavailable. Prior research on the attraction effect has demonstrated how introduction of an into set increases share one original options. The authors examine related but previously unaddressed issue whether unexpected exit from returns shares options to status quo. In series experiments, they observe that when turns out be unselectable following problem in which it was selectable, remaining...

Despite being closely related, dogs perform worse than wolves in independent problem-solving tasks. These differences performance have been attributed to dogs' greater reliance on humans, who are usually present when tasks presented. However, more fundamental motivational factors or behavioural traits such as persistence, motor diversity and neophobia may also be responsible for task performance. Hence, better understand what drives the between wolves' performance, it is essential test them...

Slotting allowances are a relatively recent trend, particular to the retail food industry. These lump-sum, up-front transfer payments from manufacturer retailer when launches new product. The practice has attracted some scrutiny because of uncertainty about its purposes and consequences. We draw extant literature identify factors that potentially influence relative magnitude slotting allowances. Based on analysis primary survey data retailers manufacturers, we observe charging paying...

People are frequently exposed to potentially attractive events that subsequently and unexpectedly reversed painful events, which also reversed. In the process of being returned initial asset position, does sequence in positive negative occur matter? This issue combined effect pleasurable stimuli has received scant theoretical or empirical attention. We attempt fill this lacuna literature by studying retrospective evaluation surprises return individuals their original economic state. Although...

Trade-in transactions typically involve an exchange of old, used version for a new or newer the product. When consumers trade in their model model, firm faces choice paying consumer relatively low price and charging commensurately high model. The extant literature suggests that always prefer to be overpaid trade-in because they disproportionately value gain associated with revenues from sale authors draw prospect theory function develop simple analytical identifies condition under which this...