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Role of Reference Price on Price and Quantity: Insights from Business-to-Business Markets
16 references·16 citing·44 second hopsampled
Role of Reference Price on Price and Quantity: Insights from Business-to-Business Markets (2012)Role of Reference Price on Price and Quan…Dynamic Pricing Strategies with Reference Effects (2007)Dynamic Pricing Strategies wi…Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty (2007)Customer Loyalty to Whom? Man…Reference Price Research: Review and Propositions (2005)Reference Price Research: Rev…Fairness as a Constraint on Profit Seeking: Entitlements in the Market (2000)Fairness as a Constraint on P…A Comparative Analysis of Reference Price Models (1997)A Comparative Analysis of Ref…Reflections on Relationship Marketing in Consumer Markets (1995)Reflections on Relationship M…Empirical Generalizations from Reference Price Research (1995)Empirical Generalizations fro…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…An Empirical Analysis of Latitude of Price Acceptance in Consumer Package Goods (1994)An Empirical Analysis of Lati…Modeling Loss Aversion and Reference Dependence Effects on Brand Choice (1993)Modeling Loss Aversion and Re…Reference points, anchors, norms, and mixed feelings (1992)Reference points, anchors, no…An Empirical Analysis of Internal and External Reference Prices Using Scanner Data (1992)An Empirical Analysis of Inte…Reference Effects of Price and Promotion on Brand Choice Behavior (1989)Reference Effects of Price an…Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions (1987)Experts, amateurs, and real e…A Reference Price Model of Brand Choice for Frequently Purchased Products (1986)A Reference Price Model of Br…Prospect Theory: An Analysis of Decision under Risk (1979)Prospect Theory: An Analysis …Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach (2023)Automating the B2B Salesperso…Reference price research in marketing: a bibliometric analysis (2022)Reference price research in m…Consumers’ choice of private label considering reference price and moderating effect (2022)Consumers’ choice of private …Perceived Versus Negotiated Discounts: The Role of Advertised Reference Prices in Price Negotiations (2021)Perceived Versus Negotiated D…Free-to-Fee Transformation of Industrial Services (2021)Free-to-Fee Transformation of…Wholesale Price Discrimination in Global Sourcing (2020)Wholesale Price Discriminatio…Online Travel Agency Price Presentation: Examining the Influence of Price Dispersion on Travelers’ Hotel Preference (2019)Online Travel Agency Price Pr…Am I Getting a Good Deal? Reference‐DependentDecision Making When the Reference Price Is Uncertain (2019)Am I Getting a Good Deal? Ref…Investors' evaluations of price-increase preannouncements (2018)Investors' evaluations of pri…Developing and validating a multi-dimensional scale for operationalizing industrial service offering (2017)Developing and validating a m…New developments in behavioral pricing research (2016)New developments in behaviora…Market Information and Bidder Heterogeneity in Secondary Market Online B2B Auctions (2016)Market Information and Bidder…Which types of multi-stage marketing increase direct customers' willingness-to-pay? Evidence from a scenario-based experiment in a B2B setting (2015)Which types of multi-stage ma…Violations of rational choice principles in pricing decisions (2015)Violations of rational choice…Sales Force Behavior, Pricing Information, and Pricing Decisions (2015)Sales Force Behavior, Pricing…Examining the application of behavioral price research in business-to-business markets (2015)Examining the application of …The Market for "Lemons": Quality Uncertainty and the Market Mechanism (1970)Toward a positive theory of consumer choice (1980)Prospect theory: An analysis of decision under risk (1988)Status quo bias in decision making (1988)Loss Aversion in Riskless Choice: A Reference-Dependent Model (1991)A Theory of Fairness, Competition, and Cooperation (1999)A Probabilistic Choice Model for Market Segmentation and Elasticity Structure (1989)Determining Where to Shop: Fixed and Variable Costs of Shopping (1998)The Theoretical Underpinnings of Customer Asset Management: A Framework and Propositions for Future Research (2004)Judgment under Uncertainty: Heuristics and Biases (1974)Norm theory: Comparing reality to its alternatives. (1986)Determinants of Perceived Ease of Use: Integrating Control, Intrinsic Motivation, and Emotion into the Technology Acceptance Model (2000)Extraneous factors in judicial decisions (2011)The Theory of Buyer Behavior (1971)Conditional logit analysis of qualitative choice behavior (1972)A Logit Model of Brand Choice Calibrated on Scanner Data (1983)Distinguishing Coupon Proneness from Value Consciousness: An Acquisition-Transaction Utility Theory Perspective (1990)The evolution and future of national customer satisfaction index models (2001)The Norm of Reciprocity: A Preliminary Statement (1960)Flow: the psychology of optimal experience (1990)The Self-Regulation of Attitudes, Intentions, and Behavior (1992)Changes in the theory of interorganizational relations in marketing: Toward a network paradigm (1997)An examination of the relationship between trust, commitment and relationship quality (2002)First mover advantages in international business and firm‐specific political resources (2006)The emerging conceptualization of groups as information processors. (1997)Up Close and Personal: Investor Sophistication and the Disposition Effect (2006)Relative Deprivation (2011)A Theory of Cognitive Dissonance (2017)A Customer Relationship Management Roadmap: What is Known, Potential Pitfalls, and Where to Go (2005)Implementing the Marketing Concept at the Employee-Customer Interface: The Role of Customer Need Knowledge (2009)Literature review as a research methodology: An overview and guidelines (2019)Advances in Consumer Research (2025)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Comparative fit indexes in structural models. (1990)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Trust and TAM in Online Shopping: An Integrated Model1 (2003)SERVQUAL: review, critique, research agenda (1996)Consumer Choice between Hedonic and Utilitarian Goods (2000)The Neural Basis of Loss Aversion in Decision-Making Under Risk (2007)The Framing of Decisions and the Psychology of Choice (1981)Advances in prospect theory: Cumulative representation of uncertainty (1992)Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance (2007)
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References

  • 1979Prospect Theory: An Analysis of Decision under Risk48,459 cited
  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 2000Fairness as a Constraint on Profit Seeking: Entitlements in the Market3,159 cited
  • 1987Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions1,075 cited
  • 1986A Reference Price Model of Brand Choice for Frequently Purchased Products934 cited
  • 1993Modeling Loss Aversion and Reference Dependence Effects on Brand Choice903 cited
  • 2005Reference Price Research: Review and Propositions845 cited
  • 1995Empirical Generalizations from Reference Price Research793 cited
  • 1992Reference points, anchors, norms, and mixed feelings729 cited
  • 1995Reflections on Relationship Marketing in Consumer Markets556 cited
  • 2007Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty551 cited
  • 1989Reference Effects of Price and Promotion on Brand Choice Behavior547 cited
  • 1997A Comparative Analysis of Reference Price Models475 cited
  • 2007Dynamic Pricing Strategies with Reference Effects450 cited
  • 1994An Empirical Analysis of Latitude of Price Acceptance in Consumer Package Goods

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448 cited
  • 1992An Empirical Analysis of Internal and External Reference Prices Using Scanner Data430 cited
  • Cited by

    • 2019Online Travel Agency Price Presentation: Examining the Influence of Price Dispersion on Travelers’ Hotel Preference58 cited
    • 2015Violations of rational choice principles in pricing decisions55 cited
    • 2017Developing and validating a multi-dimensional scale for operationalizing industrial service offering44 cited
    • 2016Market Information and Bidder Heterogeneity in Secondary Market Online B2B Auctions43 cited
    • 2023Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach42 cited
    • 2015Examining the application of behavioral price research in business-to-business markets39 cited
    • 2020Wholesale Price Discrimination in Global Sourcing39 cited
    • 2016New developments in behavioral pricing research36 cited
    • 2022Reference price research in marketing: a bibliometric analysis33 cited
    • 2019Am I Getting a Good Deal? Reference‐DependentDecision Making When the Reference Price Is Uncertain32 cited
    • 2018Investors' evaluations of price-increase preannouncements30 cited
    • 2015Which types of multi-stage marketing increase direct customers' willingness-to-pay? Evidence from a scenario-based experiment in a B2B setting29 cited
    • 2015Sales Force Behavior, Pricing Information, and Pricing Decisions24 cited
    • 2021Perceived Versus Negotiated Discounts: The Role of Advertised Reference Prices in Price Negotiations24 cited
    • 2022Consumers’ choice of private label considering reference price and moderating effect17 cited
    • 2021Free-to-Fee Transformation of Industrial Services14 cited