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Pricing strategy and the formation and evolution of reference price perceptions in new product categories
16 references·16 citing·38 second hopsampled
Pricing strategy and the formation and evolution of reference price perceptions in new product categories (2010)Pricing strategy and the formation and ev…Advances in Consumer Research (2025)Advances in Consumer ResearchMental Accounting and Consumer Choice (2008)Mental Accounting and Consume…Reference Price Research: Review and Propositions (2005)Reference Price Research: Rev…The Price is Unfair! A Conceptual Framework of Price Fairness Perceptions (2004)The Price is Unfair! A Concep…The C-OAR-SE procedure for scale development in marketing (2002)The C-OAR-SE procedure for sc…Entrenched Knowledge Structures and Consumer Response to New Products (2001)Entrenched Knowledge Structur…The Roles of Price, Performance, and Expectations in Determining Satisfaction in Service Exchanges (1998)The Roles of Price, Performan…The Effects of Price-Comparison Advertising on Buyers’ Perceptions of Acquisition Value, Transaction Value, and Behavioral Intentions (1998)The Effects of Price-Comparis…Modeling Loss Aversion and Reference Dependence Effects on Brand Choice (1993)Modeling Loss Aversion and Re…Advances in Consumer Research (1992)Advances in Consumer ResearchConsumer Preference Formation and Pioneering Advantage (1989)Consumer Preference Formation…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…Product differentiation advantages of pioneering brands (1980)Product differentiation advan…Cognitive representations of semantic categories. (1975)Cognitive representations of …Buyers' Subjective Perceptions of Price (1973)Buyers' Subjective Perception…Dynamic Pricing in the Presence of Social Externalities and Reference-Price Effect (2022)Dynamic Pricing in the Presen…The green gap of high-involvement purchasing decisions: an exploratory study (2020)The green gap of high-involve…New technological attributes and willingness to pay: the role of social innovativeness (2019)New technological attributes …The promise and problems of price subsidization in social entrepreneurship (2018)The promise and problems of p…Emotions, price and quality expectations in hotel services (2016)Emotions, price and quality e…Pricing strategy & practice (2015)Pricing strategy & practiceFashionably late: Strategies for competing against a pioneer advantage (2015)Fashionably late: Strategies …Commentary (2015)CommentaryDetermining the Optimal Price Point: Using Van Westendorp’s Price Sensitivity Meter (2014)Determining the Optimal Price…Critical decisions in new product launch: pricing and advertising strategies on consumer adoption of green product innovation (2014)Critical decisions in new pro…Why are discounted prices presented with full prices? The role of external price information on consumers’ likelihood to purchase (2013)Why are discounted prices pre…Applying the peak‐end rule to reference prices (2013)Applying the peak‐end rule to…To Be or Not to Be Price Conscious—a Segment‐Based Analysis of Compromise Effects in Market‐Like Framings (2012)To Be or Not to Be Price Cons…Do me‐too brands price lower than the feature pioneer? (2012)Do me‐too brands price lower …Discounting in International Markets and the Face Value Effect: A Double‐ Edged Sword? (2012)Discounting in International …Consumer perceptions of monetary and non-monetary introductory promotions for new products (2011)Consumer perceptions of monet…On the Evaluation of Structural Equation Models (1988)SERVQUAL: A multiple-Item Scale for measuring consumer perceptions of service quality (1988)Structural equation modeling in practice: A review and recommended two-step approach. (1988)An examination of the determinants of customer loyalty in mobile commerce contexts (2005)Perceived value of the purchase of a tourism product (2005)Effects of various characteristics of social commerce (s-commerce) on consumers’ trust and trust performance (2012)Statistical principles in experimental design. (1962)Family resemblances: Studies in the internal structure of categories (1975)Basic objects in natural categories (1976)Context theory of classification learning. (1978)Prospect Theory: An Analysis of Decision under Risk (1979)The Framing of Decisions and the Psychology of Choice (1981)Prospect theory: An analysis of decision under risk (1988)Time Discounting and Time Preference: A Critical Review (2002)A perspective on judgment and choice: Mapping bounded rationality. (2003)Coefficient Alpha and the Internal Structure of Tests (1951)The magical number seven, plus or minus two: Some limits on our capacity for processing information. (1956)The Predictive Validity of Multiple-Item versus Single-Item Measures of the Same Constructs (2007)The use of partial least squares path modeling in international marketing (2009)Guidelines for choosing between multi-item and single-item scales for construct measurement: a predictive validity perspective (2012)The Commitment-Trust Theory of Relationship Marketing (1994)An Integrative Model Of Organizational Trust (1995)Perceptions of Chinese restaurants in the U.S.: What affects customer satisfaction and behavioral intentions? (2008)'It's Reducing a Human Being to a Percentage' (2018)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Agency and Trust Mechanisms in Consumer Satisfaction and Loyalty Judgments (2000)The Impact of Technology on the Quality-Value-Loyalty Chain: A Research Agenda (2000)Value-based Adoption of Mobile Internet: An empirical investigation (2005)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)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Electronic word-of-mouth via consumer-opinion platforms: What motivates consumers to articulate themselves on the Internet? (2004)Bibliometric Methods in Management and Organization (2014)Instructional manipulation checks: Detecting satisficing to increase statistical power (2009)Choosing the Right Words (1995)Helping Crisis Managers Protect Reputational Assets (2002)Building Understanding of the Domain of Consumer Vulnerability (2005)
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References

  • 2025Advances in Consumer Research13,264 cited
  • 1985Mental Accounting and Consumer Choice4,875 cited
  • 1975Cognitive representations of semantic categories.4,784 cited
  • 2008Mental Accounting and Consumer Choice3,415 cited
  • 1992Advances in Consumer Research2,863 cited
  • 2002The C-OAR-SE procedure for scale development in marketing2,483 cited
  • 2004The Price is Unfair! A Conceptual Framework of Price Fairness Perceptions1,473 cited
  • 1998The Effects of Price-Comparison Advertising on Buyers’ Perceptions of Acquisition Value, Transaction Value, and Behavioral Intentions1,299 cited
  • 1985Mental Accounting and Consumer Choice / Теория ментального учета и потребительский выбор1,250 cited
  • 1998The Roles of Price, Performance, and Expectations in Determining Satisfaction in Service Exchanges1,110 cited
  • 1989Consumer Preference Formation and Pioneering Advantage943 cited
  • 1993Modeling Loss Aversion and Reference Dependence Effects on Brand Choice903 cited
  • 2005Reference Price Research: Review and Propositions845 cited
  • 1980Product differentiation advantages of pioneering brands738 cited
  • 1973Buyers' Subjective Perceptions of Price731 cited

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  • 2001Entrenched Knowledge Structures and Consumer Response to New Products610 cited
  • Cited by

    • 2011Consumer perceptions of monetary and non-monetary introductory promotions for new products51 cited
    • 2016Emotions, price and quality expectations in hotel services41 cited
    • 2015Pricing strategy & practice36 cited
    • 2019New technological attributes and willingness to pay: the role of social innovativeness35 cited
    • 2018The promise and problems of price subsidization in social entrepreneurship34 cited
    • 2012To Be or Not to Be Price Conscious—a Segment‐Based Analysis of Compromise Effects in Market‐Like Framings28 cited
    • 2022Dynamic Pricing in the Presence of Social Externalities and Reference-Price Effect23 cited
    • 2014Critical decisions in new product launch: pricing and advertising strategies on consumer adoption of green product innovation23 cited
    • 2013Why are discounted prices presented with full prices? The role of external price information on consumers’ likelihood to purchase19 cited
    • 2020The green gap of high-involvement purchasing decisions: an exploratory study15 cited
    • 2014Determining the Optimal Price Point: Using Van Westendorp’s Price Sensitivity Meter15 cited
    • 2012Discounting in International Markets and the Face Value Effect: A Double‐ Edged Sword?15 cited
    • 2015Fashionably late: Strategies for competing against a pioneer advantage14 cited
    • 2013Applying the peak‐end rule to reference prices13 cited
    • 2015Commentary9 cited
    • 2012Do me‐too brands price lower than the feature pioneer?9 cited