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When Internal Reference Prices and Price Expectations Diverge: The Role of Confidence
16 references·16 citing·39 second hopsampled
When Internal Reference Prices and Price Expectations Diverge: The Role of Confidence (2007)When Internal Reference Prices and Price …Mental Accounting and Consumer Choice (2008)Mental Accounting and Consume…Penny Wise and Pound Foolish: The Left‐Digit Effect in Price Cognition (2005)Penny Wise and Pound Foolish:…Non-Conscious Influences on Consumer Choice (2002)Non-Conscious Influences on C…Automatic Construction and Use of Contextual Information for Product and Price Evaluations (2002)Automatic Construction and Us…Remembering versus Knowing: Issues in Buyers' Processing of Price Information (1999)Remembering versus Knowing: I…A Range Theory Account of Price Perception (1999)A Range Theory Account of Pri…A Comparative Analysis of Reference Price Models (1997)A Comparative Analysis of Ref…Empirical Generalizations from Reference Price Research (1995)Empirical Generalizations fro…Contextual and Temporal Components of Reference Price (1994)Contextual and Temporal Compo…Consumer Price and Promotion Expectations: An Experimental Study (1992)Consumer Price and Promotion …The Price Knowledge and Search of Supermarket Shoppers (1990)The Price Knowledge and Searc…Contextual Influences on Perceptions of Merchant-Supplied Reference Prices (1989)Contextual Influences on Perc…Mental Accounting and Consumer Choice (1985)Mental Accounting and Consume…Social Judgment: Assimilation and Contrast Effects in Communication and Attitude Change (1981)Social Judgment: Assimilation…Pricing: Making Profitable Decisions (1980)Pricing: Making Profitable De…Cognitive reference points (1975)Cognitive reference pointsReference price research in marketing: a bibliometric analysis (2022)Reference price research in m…The Left-Digit Bias: When and Why Are Consumers Penny Wise and Pound Foolish? (2020)The Left-Digit Bias: When and…Impact of Reference Prices on Product Positioning and Profits (2019)Impact of Reference Prices on…The influence of online cross-recommendation on consumers’ instant cross-buying intention (2018)The influence of online cross…The Effects of Internal and External Reference Prices on Travelers’ Price Evaluations (2017)The Effects of Internal and E…New developments in behavioral pricing research (2016)New developments in behaviora…Gambled Price Discounts: A Remedy to the Negative Side Effects of Regular Price Discounts (2015)Gambled Price Discounts: A Re…An insight into pay-what-you-want pricing (2015)An insight into pay-what-you-…Profiling behavioral pricing research in marketing (2014)Profiling behavioral pricing …Online shoppers' response to price comparison sites (2014)Online shoppers' response to …Vulnerability to Low-Price Signals: An Experimental Study of the Effectiveness of Genuine and Deceptive Signals (2011)Vulnerability to Low-Price Si…Differential Effects of Value Consciousness and Coupon Proneness on Consumers’ Persuasion Knowledge of Pricing Tactics (2011)Differential Effects of Value…The importance of meeting price expectations: linking price to service quality (2010)The importance of meeting pri…The role of confidence in attitude–intention and beliefs–attitude relationships (2009)The role of confidence in att…The price facade: Symbolic and behavioral price cues in service environments (2009)The price facade: Symbolic an…Is that Deal Worth my Time? The Interactive Effect of Relative and Referent Thinking on Willingness to Seek a Bargain (2009)Is that Deal Worth my Time? T…A Reference Price Model of Brand Choice for Frequently Purchased Products (1986)Prospect theory: An analysis of decision under risk (1988)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)Reference Price Research: Review and Propositions (2005)Statistical principles in experimental design. (1962)The language-as-fixed-effect fallacy: A critique of language statistics in psychological research (1973)Cognitive representations of semantic categories. (1975)Gender schema theory: A cognitive account of sex typing. (1981)Human adults and human infants show a “perceptual magnet effect” for the prototypes of speech categories, monkeys do not (1991)ALCOVE: An exemplar-based connectionist model of category learning. (1992)A Logit Model of Brand Choice Calibrated on Scanner Data (1983)The theory and practice of econometrics (1986)Consumer price sensitivity and price thresholds14 14Sangman Han is Associate Professor, School of Business Administration Sungkyunkwan University, 53 3-ga, Myongnyun-dong, Chongno-gu, Seoul (phone: 82-2-760-0456, email: smhan@yurim.skku.ac.kr). Sunil Gupta is Meyer Feldberg Professor of Business (phone: 212-854-3467, email: sg37@columbia.edu) and Donald R. Lehmann is George E. Warren Professor (phone: 212-854-3465, email: drl2@columbia.edu), both at the Graduate School of Business, Columbia University, New York, NY 10027. All correspondence should be directed to Sunil Gupta. (2001)Dynamic Pricing on the Internet: Importance and Implications for Consumer Behavior (2001)Prospect Theory: An Analysis of Decision under Risk (1979)Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence (1988)Heart and Mind in Conflict: the Interplay of Affect and Cognition in Consumer Decision Making (1999)A Benefit Congruency Framework of Sales Promotion Effectiveness (2000)The myth of the ethical consumer – do ethics matter in purchase behaviour? (2001)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)The Role of Price Perceptions in an Integrated Model of Behavioral Intentions (2001)Supply chain coordination through cooperative advertising with reference price effect (2012)Advances in Consumer Research (2025)Judgment under Uncertainty: Heuristics and Biases (1974)The Discounting of Discounts and Promotion Thresholds (1992)Distinguishing Service Quality and Customer Satisfaction: The Voice of the Consumer (1995)Competition and Price Variation when Consumers Are Loss Averse (2008)The attribution of attitudes (1967)Attitudes, Traits, and Actions: Dispositional Prediction of Behavior in Personality and Social Psychology (1987)SURVEY RESEARCH (1999)Effects of Price, Brand, and Store Information on Buyers' Product Evaluations (1991)Customer value: The next source for competitive advantage (1997)Assessing the effects of quality, value, and customer satisfaction on consumer behavioral intentions in service environments (2000)Instructional manipulation checks: Detecting satisficing to increase statistical power (2009)
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References

  • 1985Mental Accounting and Consumer Choice4,875 cited
  • 2008Mental Accounting and Consumer Choice3,415 cited
  • 1981Social Judgment: Assimilation and Contrast Effects in Communication and Attitude Change1,842 cited
  • 1980Pricing: Making Profitable Decisions1,780 cited
  • 1975Cognitive reference points1,435 cited
  • 1990The Price Knowledge and Search of Supermarket Shoppers1,118 cited
  • 1995Empirical Generalizations from Reference Price Research793 cited
  • 1994Contextual and Temporal Components of Reference Price522 cited
  • 1997A Comparative Analysis of Reference Price Models475 cited
  • 1992Consumer Price and Promotion Expectations: An Experimental Study428 cited
  • 1999Remembering versus Knowing: Issues in Buyers' Processing of Price Information420 cited
  • 2005Penny Wise and Pound Foolish: The Left‐Digit Effect in Price Cognition390 cited
  • 1989Contextual Influences on Perceptions of Merchant-Supplied Reference Prices365 cited
  • 1999A Range Theory Account of Price Perception333 cited
  • 2002Automatic Construction and Use of Contextual Information for Product and Price Evaluations240 cited

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Non-Conscious Influences on Consumer Choice
236 cited

Cited by

  • 2015Gambled Price Discounts: A Remedy to the Negative Side Effects of Regular Price Discounts70 cited
  • 2011Differential Effects of Value Consciousness and Coupon Proneness on Consumers’ Persuasion Knowledge of Pricing Tactics62 cited
  • 2020The Left-Digit Bias: When and Why Are Consumers Penny Wise and Pound Foolish?59 cited
  • 2009Is that Deal Worth my Time? The Interactive Effect of Relative and Referent Thinking on Willingness to Seek a Bargain56 cited
  • 2017The Effects of Internal and External Reference Prices on Travelers’ Price Evaluations56 cited
  • 2018The influence of online cross-recommendation on consumers’ instant cross-buying intention48 cited
  • 2014Online shoppers' response to price comparison sites48 cited
  • 2011Vulnerability to Low-Price Signals: An Experimental Study of the Effectiveness of Genuine and Deceptive Signals37 cited
  • 2016New developments in behavioral pricing research36 cited
  • 2015An insight into pay-what-you-want pricing34 cited
  • 2019Impact of Reference Prices on Product Positioning and Profits34 cited
  • 2022Reference price research in marketing: a bibliometric analysis33 cited
  • 2010The importance of meeting price expectations: linking price to service quality28 cited
  • 2009The price facade: Symbolic and behavioral price cues in service environments27 cited
  • 2014Profiling behavioral pricing research in marketing26 cited
  • 2009The role of confidence in attitude–intention and beliefs–attitude relationships25 cited