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The Consumer Psychology of Mail-In Rebates: A Model of Anchoring and Adjustment · Study

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PreprintThe Consumer Psychology of Mail-In Rebates: A Model of Anchoring and Adjustment

Dilip Soman2006

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Preprintgreen2006

The Consumer Psychology of Mail-In Rebates: A Model of Anchoring and Adjustment

Dilip Soman · John T. Gourville

13 citations·0/0 files stored·SSRN Electronic Journal

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Decision-Making and Behavioral Economics Consumer Behavior and Marketing Influence Consumer Market Behavior and Pricing

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References

1974Judgment under Uncertainty: Heuristics and Biases 1979Biased assimilation and attitude polarization: The effects of prior theories on subsequently considered evidence.1987The Buying Impulse 2000A Benefit Congruency Framework of Sales Promotion Effectiveness 1993Reason-based choice 2003"Coherent Arbitrariness": Stable Demand Curves Without Stable Preferences 1988Rational choice in an uncertain world 1994The psychology of judgment and decision making

Cited by

2009The Effect of Delayed Incentives on Supply Chain Profits and Consumer Surplus 2009Using MSRP to enhance the ability of rebates to control distribution channels 2013Analysis of the effectiveness of manufacturer-sponsored retailer gift cards in supply chains 2013The role of rebates in the hybrid competition between a national brand and a private label with present-biased consumers 2009Sticky rebates: rollback rebates induce non-rational loyalty in consumers ; experimental evidence

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2011The consumer psychology of mail‐in rebatesarticle · 15 shared references 2002Sympathetic Magical Thinking: The Contagion and Similarity “Heuristics”chapter · 9 shared references 2002Mental Contamination and the Debiasing Problemchapter · 9 shared references 2002Do Analysts Overreact?chapter · 9 shared references 2002Self-Anchoring in Conversation: Why Language Users Do Not Do What They “Should”chapter · 9 shared references 2002Theory-Driven Reasoning about Plausible Pasts and Probable Futures in World Politicschapter · 9 shared references

Details

Year2006

Typepreprint

Published2006-01-01

VenueSSRN Electronic Journal

ISSN-L1556-5068

Languageen

Citations13

Files0 public / 0

ShelfDecision-Making and Behavioral Economics

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doi10.2139/ssrn.875658

openalex_workW1636205014

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