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Examining the application of behavioral price research in business-to-business markets
16 references·9 citing·33 second hop
Examining the application of behavioral price research in business-to-business markets (2015)Examining the application of behavioral p…Heuristic Decision Making (2010)Heuristic Decision MakingPredictably irrational: the hidden forces that shape our decisions (2008)Predictably irrational: the h…Mental Accounting and Consumer Choice (2008)Mental Accounting and Consume…The somatic marker hypothesis: A neural theory of economic decision (2004)The somatic marker hypothesis…The Price is Unfair! A Conceptual Framework of Price Fairness Perceptions (2004)The Price is Unfair! A Concep…The Effects of Price-Comparison Advertising on Buyers’ Perceptions of Acquisition Value, Transaction Value, and Behavioral Intentions (1998)The Effects of Price-Comparis…Why we buy what we buy: A theory of consumption values (1991)Why we buy what we buy: A the…Prospect theory: An analysis of decision under risk (1988)Prospect theory: An analysis …Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence (1988)Consumer Perceptions of Price…Getting to Yes: Negotiating Agreement Without Giving in (1987)Getting to Yes: Negotiating A…Mental Accounting and Consumer Choice (1985)Mental Accounting and Consume…Getting to YES. Negotiating Agreement Without Giving In (1983)Getting to YES. Negotiating A…Pricing: Making Profitable Decisions (1980)Pricing: Making Profitable De…Prospect Theory: An Analysis of Decision under Risk (1979)Prospect Theory: An Analysis …A BEHAVIORAL MODEL OF RATIONAL CHOICE (1955)A BEHAVIORAL MODEL OF RATIONA…Exposition of a New Theory on the Measurement of Risk (1954)Exposition of a New Theory on…How to nudge industrial customers to accept free-to-fee service price switches? (2026)How to nudge industrial custo…Value co-creation in B-to-B environments (2020)Value co-creation in B-to-B e…Setting acceptable prices: a key for success in retailing (2019)Setting acceptable prices: a …Are organizational buyers rational? Using price heuristics in functional risk judgment (2019)Are organizational buyers rat…Unit pricing and its implications for B2B marketing research (2018)Unit pricing and its implicat…Industrial-buying research 1965-2015: review and analysis (2018)Industrial-buying research 19…New Product Development Process Implementation in a Business-To-Business Firm: The Driving and Moderating Factors for Improved Program Performance and Time-To-Market (2017)New Product Development Proce…The six pricing myths that kill profits (2015)The six pricing myths that ki…Editorial — Behavioral and psychological aspects of b2b pricing (2015)Editorial — Behavioral and ps…A theory of human motivation. (1943)Motivation and Personality (1997)Consumer perceived value: The development of a multiple item scale (2001)Experiential value: conceptualization, measurement and application in the catalog and Internet shopping environment☆11☆This article is based upon the first author’s doctoral dissertation completed while at Georgia Institute of Technology. (2001)Customer Engagement: Exploring Customer Relationships Beyond Purchase (2012)Diffusion of Innovations 1 (2019)Information and Consumer Behavior (1970)The nature of human values (1973)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)The Effect of a Market Orientation on Business Profitability (1990)Conceptualizing, Measuring, and Managing Customer-Based Brand Equity (1993)Consumer Acceptance and Use of Information Technology: Extending the Unified Theory of Acceptance and Use of Technology1 (2012)Judgment under Uncertainty: Heuristics and Biases (1974)Judgment under Uncertainty: Heuristics and Biases (1975)Emotion and Decision Making (2014)Contrasting Computational Models of Mate Preference Integration Across 45 Countries (2019)Fuzzy-set Qualitative Comparative Analysis (fsQCA): Guidelines for research practice in Information Systems and marketing (2021)The Framing of Decisions and the Psychology of Choice (1981)Are Investors Reluctant to Realize Their Losses? (1998)Time Discounting and Time Preference: A Critical Review (2002)A perspective on judgment and choice: Mapping bounded rationality. (2003)Risk, Ambiguity, and the Savage Axioms (1961)Exploration and Exploitation in Organizational Learning (1991)Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance (2007)Theory of games and economic behavior (2019)The Argumentative Turn in Policy Analysis and Planning (1993)What to do when Stakeholders matter (2004)Varieties of Participation in Complex Governance (2006)Theory of the firm: Managerial behavior, agency costs and ownership structure (1976)Risk Aversion and Incentive Effects (2002)Maps of Bounded Rationality: Psychology for Behavioral Economics (2003)Instructional manipulation checks: Detecting satisficing to increase statistical power (2009)Advances in prospect theory: Cumulative representation of uncertainty (1992)
this work references cited by second hop

References

  • 1979Prospect Theory: An Analysis of Decision under Risk48,459 cited
  • 1988Prospect theory: An analysis of decision under risk32,475 cited
  • 1988Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence18,274 cited
  • 1955A BEHAVIORAL MODEL OF RATIONAL CHOICE15,851 cited
  • 1991Why we buy what we buy: A theory of consumption values4,924 cited
  • 1985Mental Accounting and Consumer Choice4,875 cited
  • 2010Heuristic Decision Making4,028 cited
  • 1987Getting to Yes: Negotiating Agreement Without Giving in3,765 cited
  • 2008Mental Accounting and Consumer Choice3,415 cited
  • 1954Exposition of a New Theory on the Measurement of Risk2,787 cited
  • 2008Predictably irrational: the hidden forces that shape our decisions2,514 cited
  • 1983Getting to YES. Negotiating Agreement Without Giving In2,334 cited
  • 2004The somatic marker hypothesis: A neural theory of economic decision1,984 cited
  • 1980Pricing: Making Profitable Decisions1,780 cited
  • 2004The Price is Unfair! A Conceptual Framework of Price Fairness Perceptions1,473 cited
  • 1998

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The Effects of Price-Comparison Advertising on Buyers’ Perceptions of Acquisition Value, Transaction Value, and Behavioral Intentions
1,299 cited

Cited by

  • 2019Are organizational buyers rational? Using price heuristics in functional risk judgment38 cited
  • 2020Value co-creation in B-to-B environments36 cited
  • 2015The six pricing myths that kill profits28 cited
  • 2018Industrial-buying research 1965-2015: review and analysis22 cited
  • 2018Unit pricing and its implications for B2B marketing research19 cited
  • 2015Editorial — Behavioral and psychological aspects of b2b pricing13 cited
  • 2019Setting acceptable prices: a key for success in retailing12 cited
  • 2017New Product Development Process Implementation in a Business-To-Business Firm: The Driving and Moderating Factors for Improved Program Performance and Time-To-Market9 cited
  • 2026How to nudge industrial customers to accept free-to-fee service price switches?2 cited