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Experimental Evidence on the Negative Effect of Product Features and Sales Promotions on Brand Choice
12 references·16 citing·47 second hop
Experimental Evidence on the Negative Effect of Product Features and Sales Promotions on Brand Choice (1994)Experimental Evidence on the Negative Eff…Mental Accounting and Consumer Choice (2008)Mental Accounting and Consume…Reason-based choice (1993)Reason-based choiceInference Effects without Inference Making? Effects of Missing Information on Discounting and Use of Presented Information (1991)Inference Effects without Inf…Sales Promotion: Concepts, Methods and Strategies (1990)Sales Promotion: Concepts, Me…Managing What Consumers Learn from Experience (1989)Managing What Consumers Learn…Choice Based on Reasons: The Case of Attraction and Compromise Effects (1989)Choice Based on Reasons: The …Possessions and the Extended Self (1988)Possessions and the Extended …BOUNDED RATIONALITY, AMBIGUITY, AND THE ENGINEERING OF CHOICE (1988)BOUNDED RATIONALITY, AMBIGUIT…More Than Meets the Eye: The Effect of Missing Information on Purchase Evaluations (1985)More Than Meets the Eye: The …Choice between equally valued alternatives. (1975)Choice between equally valued…On the psychology of prediction. (1973)On the psychology of predicti…A Theory of Psychological Reactance (1968)A Theory of Psychological Rea…Multialternative decision by sampling: A model of decision making constrained by process data. (2018)Multialternative decision by …The Perils of Proactive Churn Prevention Using Plan Recommendations: Evidence from a Field Experiment (2015)The Perils of Proactive Churn…Consumer Evaluations of Sale Prices: Role of the Subtraction Principle (2013)Consumer Evaluations of Sale …When Blemishing Leads to Blossoming: The Positive Effect of Negative Information (2012)When Blemishing Leads to Blos…Positive Effects of Negative Publicity: When Negative Reviews Increase Sales (2010)Positive Effects of Negative …Research Note—Trading Up: A Strategic Analysis of Reference Group Effects (2008)Research Note—Trading Up: A S…Upgrades and New Purchases (2006)Upgrades and New PurchasesWhat's Psychology Worth? A Field Experiment in the Consumer Credit Market (2005)What's Psychology Worth? A Fi…Consumer evaluations of sales promotion: the effect on brand choice (2005)Consumer evaluations of sales…Free Gift with Purchase: Promoting or Discounting the Brand? (2004)Free Gift with Purchase: Prom…The Reciprocal Effects of Brand Equity and Trivial Attributes (2003)The Reciprocal Effects of Bra…The Idiosyncratic Fit Heuristic: Effort Advantage as a Determinant of Consumer Response to Loyalty Programs (2003)The Idiosyncratic Fit Heurist…Incommensurate Resources: Not Just More of the Same (2003)Incommensurate Resources: Not…An experimental investigation of factors affecting consumers' perceptions of sales promotions (2003)An experimental investigation…Understanding consumer reactions to premium‐based promotional offers (2002)Understanding consumer reacti…Why Is the Trivial Important? A Reasons‐Based Account For the Effects of Trivial Attributes on Choice (2000)Why Is the Trivial Important?…A BEHAVIORAL MODEL OF RATIONAL CHOICE (1955)The social psychology of organizing (1969)Judgment under Uncertainty: Heuristics and Biases (1975)Culture in Action: Symbols and Strategies (1986)International Norm Dynamics and Political Change (1998)Belief in the law of small numbers. (1971)Subjective probability: A judgment of representativeness (1972)Availability: A heuristic for judging frequency and probability (1973)Judgment under Uncertainty: Heuristics and Biases (1974)Telling more than we can know: Verbal reports on mental processes. (1977)Prospect theory: An analysis of decision under risk (1988)Individual differences in reasoning: Implications for the rationality debate? (2000)Representativeness Revisited: Attribute Substitution in Intuitive Judgment (2002)Heuristics and Biases: The Psychology of Intuitive Judgment (2004)A Theory of Cognitive Dissonance (2017)Exchange and Power in Social Life (2017)The Principles of Psychology (1891)Purity and Danger: An Analysis of Concepts of Pollution and Taboo (1967)Attachment and Loss (1969)Dimensions of Brand Personality (1997)Whence Consumer Loyalty? (1999)Whence Consumer Loyalty? (1999)Prospect Theory: An Analysis of Decision under Risk (1979)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)Support theory: A nonextensional representation of subjective probability. 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this work references cited by second hop

References

  • 1988Possessions and the Extended Self9,050 cited
  • 1973On the psychology of prediction.6,201 cited
  • 1968A Theory of Psychological Reactance4,758 cited
  • 2008Mental Accounting and Consumer Choice3,415 cited
  • 1989Choice Based on Reasons: The Case of Attraction and Compromise Effects1,813 cited
  • 1988BOUNDED RATIONALITY, AMBIGUITY, AND THE ENGINEERING OF CHOICE1,693 cited
  • 1993Reason-based choice1,454 cited
  • 1989Managing What Consumers Learn from Experience1,115 cited
  • 1990Sales Promotion: Concepts, Methods and Strategies846 cited
  • 1975Choice between equally valued alternatives.299 cited
  • 1985More Than Meets the Eye: The Effect of Missing Information on Purchase Evaluations217 cited
  • 1991Inference Effects without Inference Making? Effects of Missing Information on Discounting and Use of Presented Information175 cited

Cited by

  • 2010Positive Effects of Negative Publicity: When Negative Reviews Increase Sales659 cited
  • 2003The Idiosyncratic Fit Heuristic: Effort Advantage as a Determinant of Consumer Response to Loyalty Programs238 cited
  • 2005Consumer evaluations of sales promotion: the effect on brand choice

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201 cited
  • 2004Free Gift with Purchase: Promoting or Discounting the Brand?183 cited
  • 2000Why Is the Trivial Important? A Reasons‐Based Account For the Effects of Trivial Attributes on Choice179 cited
  • 2008Research Note—Trading Up: A Strategic Analysis of Reference Group Effects146 cited
  • 2018Multialternative decision by sampling: A model of decision making constrained by process data.145 cited
  • 2013Consumer Evaluations of Sale Prices: Role of the Subtraction Principle126 cited
  • 2003The Reciprocal Effects of Brand Equity and Trivial Attributes121 cited
  • 2015The Perils of Proactive Churn Prevention Using Plan Recommendations: Evidence from a Field Experiment119 cited
  • 2003Incommensurate Resources: Not Just More of the Same119 cited
  • 2005What's Psychology Worth? A Field Experiment in the Consumer Credit Market115 cited
  • 2006Upgrades and New Purchases115 cited
  • 2012When Blemishing Leads to Blossoming: The Positive Effect of Negative Information110 cited
  • 2002Understanding consumer reactions to premium‐based promotional offers110 cited
  • 2003An experimental investigation of factors affecting consumers' perceptions of sales promotions110 cited