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“No More” leads to “Want More,” but “No Less” leads to “Want Less”: Consumers' counterfactual thinking when faced with quantity restriction discounts
16 references·4 citing·26 second hop
“No More” leads to “Want More,” but “No Less” leads to “Want Less”: Consumers' counterfactual thinking when faced with quantity restriction discounts (2011)“No More” leads to “Want More,” but “No L…Focalism: A source of durability bias in affective forecasting. (2000)Focalism: A source of durabil…Focalism: A source of durability bias in affective forecasting. (2000)Focalism: A source of durabil…Experimental Tests of the Endowment Effect and the Coase Theorem (2000)Experimental Tests of the End…An Anchoring and Adjustment Model of Purchase Quantity Decisions (1998)An Anchoring and Adjustment M…Framing the Deal: The Role of Restrictions in Accentuating Deal Value (1997)Framing the Deal: The Role of…Beyond pleasure and pain. (1997)Beyond pleasure and pain.The functional basis of counterfactual thinking. (1994)The functional basis of count…Experimental Tests of the Endowment Effect and the Coase Theorem (1990)Experimental Tests of the End…Valuing Environmental Goods: An Assessment of the Contingent Valuation Method (1987)Valuing Environmental Goods: …Consumer Learning: Advertising and the Ambiguity of Product Experience (1986)Consumer Learning: Advertisin…Mental Accounting and Consumer Choice (1985)Mental Accounting and Consume…Mental Accounting and Consumer Choice / Теория ментального учета и потребительский выбор (1985)Mental Accounting and Consume…Willingness to Pay and Compensation Demanded: Experimental Evidence of an Unexpected Disparity in Measures of Value (1984)Willingness to Pay and Compen…Toward a positive theory of consumer choice (1980)Toward a positive theory of c…Prospect Theory: An Analysis of Decision under Risk (1979)Prospect Theory: An Analysis …A Theory of Psychological Reactance (1968)A Theory of Psychological Rea…Temporal and social scarcities: effects on ad evaluations (2020)Temporal and social scarcitie…Slow versus fast: how speed-induced construal affects perceptions of advertising messages (2020)Slow versus fast: how speed-i…Communication and Counterfactual Thinking (2015)Communication and Counterfact…Buy four get 30% off: how consumers respond to missing a quantity discount (2015)Buy four get 30% off: how con…Judgment under Uncertainty: Heuristics and Biases (1974)The Framing of Decisions and the Psychology of Choice (1981)Prospect theory: An analysis of decision under risk (1988)Construal-level theory of psychological distance. (2010)Loss Aversion in Riskless Choice: A Reference-Dependent Model (1991)Implicit social cognition: Attitudes, self-esteem, and stereotypes. (1995)Does Market Experience Eliminate Market Anomalies? (2003)Toward a theory of customer engagement marketing (2016)A Review of WTA/WTP Studies (2002)The contingent valuation method: a review (2003)The Willingness to Pay–Willingness to Accept Gap, the “Endowment Effect,” Subject Misconceptions, and Experimental Procedures for Eliciting Valuations (2005)Consumer's Surplus Without Apology (2016)Labor Supply of New York City Cabdrivers: One Day at a Time (1997)Are Investors Reluctant to Realize Their Losses? (1998)Investor Psychology and Asset Pricing (2001)Normative Influences on Altruism (1977)The Elaboration Likelihood Model of Persuasion (1986)The Psychology of Self-Affirmation: Sustaining the Integrity of the Self (1988)What Experimental Protocol Influence Disparities Between Actual and Hypothetical Stated Values? (2001)A perspective on judgment and choice: Mapping bounded rationality. (2003)Instructional manipulation checks: Detecting satisficing to increase statistical power (2009)Advances in prospect theory: Cumulative representation of uncertainty (1992)Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance (2007)Core affect and the psychological construction of emotion. (2003)Political conservatism as motivated social cognition. (2003)Power, approach, and inhibition. (2003)
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References

  • 1979Prospect Theory: An Analysis of Decision under Risk48,459 cited
  • 1997Beyond pleasure and pain.6,770 cited
  • 1980Toward a positive theory of consumer choice5,574 cited
  • 1985Mental Accounting and Consumer Choice4,875 cited
  • 1990Experimental Tests of the Endowment Effect and the Coase Theorem3,192 cited
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  • 1968A Theory of Psychological Reactance1,665 cited
  • 1985Mental Accounting and Consumer Choice / Теория ментального учета и потребительский выбор1,250 cited
  • 1984Willingness to Pay and Compensation Demanded: Experimental Evidence of an Unexpected Disparity in Measures of Value1,062 cited
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  • 1994The functional basis of counterfactual thinking.722 cited
  • 2000Focalism: A source of durability bias in affective forecasting.602 cited
  • 2000Focalism: A source of durability bias in affective forecasting.564 cited
  • 1998An Anchoring and Adjustment Model of Purchase Quantity Decisions439 cited

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  • 1997Framing the Deal: The Role of Restrictions in Accentuating Deal Value422 cited
  • Cited by

    • 2020Slow versus fast: how speed-induced construal affects perceptions of advertising messages26 cited
    • 2015Buy four get 30% off: how consumers respond to missing a quantity discount16 cited
    • 2020Temporal and social scarcities: effects on ad evaluations15 cited
    • 2015Communication and Counterfactual Thinking1 cited