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The Framing of Sales Promotions: Effects on Reference Price Change
13 references·16 citing·35 second hop
The Framing of Sales Promotions: Effects on Reference Price Change (1989)The Framing of Sales Promotions: Effects …Choices, Values, and Frames (2013)Choices, Values, and FramesMental Accounting and Consumer Choice (2008)Mental Accounting and Consume…Prospect theory: An analysis of decision under risk (1988)Prospect theory: An analysis …The Framing of Buying Decisions (1987)The Framing of Buying Decisio…Framing Effects on Buyers' Subjective Product Evaluations (1987)Framing Effects on Buyers' Su…Cognitive Reference Points in Consumer Decision Making (1987)Cognitive Reference Points in…Reference Prices and Deception in Newspaper Advertising (1985)Reference Prices and Deceptio…Decision making and decision theory (1985)Decision making and decision …Contingent decision behavior. (1982)Contingent decision behavior.Social Judgment: Assimilation and Contrast Effects in Communication and Attitude Change (1981)Social Judgment: Assimilation…A Contingency Model for the Selection of Decision Strategies (1978)A Contingency Model for the S…Judgment under Uncertainty: Heuristics and Biases (1975)Judgment under Uncertainty: H…Measuring Price Thresholds by Psychophysics and Latitudes of Acceptance (1971)Measuring Price Thresholds by…The effect of matching promotion type with purchase type on green consumption (2024)The effect of matching promot…Gamifying the digital shopping experience: games without monetary participation incentives increase customer satisfaction and loyalty (2020)Gamifying the digital shoppin…Consumer responses to savings message framing (2020)Consumer responses to savings…How rational thinking style affects sales promotion effectiveness (2019)How rational thinking style a…Promotional formats and inaction inertia (2018)Promotional formats and inact…Multi-unit price promotions and their impact on purchase decisions and sales (2017)Multi-unit price promotions a…Online airline ticket purchasing: Influence of online sales promotion type and Internet experience (2016)Online airline ticket purchas…Interaction effects of different price claims and contextual factors on consumers' reference price adaptation after exposure to a price promotion (2015)Interaction effects of differ…Gambled Price Discounts: A Remedy to the Negative Side Effects of Regular Price Discounts (2015)Gambled Price Discounts: A Re…The Effect Of Promotion Type And Benefit Congruency On Brand Image (2011)The Effect Of Promotion Type …Consumer perceptions of monetary and non-monetary introductory promotions for new products (2011)Consumer perceptions of monet…Online vs. Offline Coupon Redemption Behaviors (2010)Online vs. Offline Coupon Red…Consumer perceptions of extra free product promotions and discounts: the moderating role of perceived performance risk (2010)Consumer perceptions of extra…Dimensions of price salience: a conceptual framework for perceptions of multi‐dimensional prices (2006)Dimensions of price salience:…Consumer research on sales promotions: A state‐of‐the‐art literature review∗ (1995)Consumer research on sales pr…The Price Elasticity of Mass Preferences (1992)The Price Elasticity of Mass …Subjective probability: A judgment of representativeness (1972)Availability: A heuristic for judging frequency and probability (1973)On the psychology of prediction. (1973)Advances in prospect theory: Cumulative representation of uncertainty (1992)A BEHAVIORAL MODEL OF RATIONAL CHOICE (1955)The Framing of Decisions and the Psychology of Choice (1981)Self-generated validity and other effects of measurement on belief, attitude, intention, and behavior. (1988)Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology (1989)Response strategies for coping with the cognitive demands of attitude measures in surveys (1991)Framing: Toward Clarification of a Fractured Paradigm (1993)Subjective well-being: Three decades of progress. 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(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)The attribution of attitudes (1967)Attitudes, Traits, and Actions: Dispositional Prediction of Behavior in Personality and Social Psychology (1987)SURVEY RESEARCH (1999)The influence of firm behavior on purchase intention: do consumers really care about business ethics? (1997)Seven Models of Framing: Implications for Public Relations (1999)Asymmetric effects of online consumer reviews (2014)An Investigation of Perceived Value Dimensions: Implications for Hospitality Research (2004)Customer perceived value—Conceptualization and avenues for future research (2015)Customer satisfaction, service quality, and customer value: years 2000-2015 (2017)Predicting Behavior From Actions in the Past: Repeated Decision Making or a Matter of Habit? 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References

  • 1988Prospect theory: An analysis of decision under risk32,475 cited
  • 1975Judgment under Uncertainty: Heuristics and Biases22,647 cited
  • 2013Choices, Values, and Frames5,320 cited
  • 2008Mental Accounting and Consumer Choice3,415 cited
  • 1981Social Judgment: Assimilation and Contrast Effects in Communication and Attitude Change1,842 cited
  • 1982Contingent decision behavior.1,244 cited
  • 1978A Contingency Model for the Selection of Decision Strategies920 cited
  • 1985Decision making and decision theory462 cited
  • 1987The Framing of Buying Decisions311 cited
  • 1987Framing Effects on Buyers' Subjective Product Evaluations205 cited
  • 1971Measuring Price Thresholds by Psychophysics and Latitudes of Acceptance186 cited
  • 1987Cognitive Reference Points in Consumer Decision Making145 cited
  • 1985Reference Prices and Deception in Newspaper Advertising114 cited

Cited by

  • 2020Gamifying the digital shopping experience: games without monetary participation incentives increase customer satisfaction and loyalty81 cited
  • 2015Gambled Price Discounts: A Remedy to the Negative Side Effects of Regular Price Discounts

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70 cited
  • 2010Consumer perceptions of extra free product promotions and discounts: the moderating role of perceived performance risk68 cited
  • 1992The Price Elasticity of Mass Preferences64 cited
  • 2011The Effect Of Promotion Type And Benefit Congruency On Brand Image57 cited
  • 2006Dimensions of price salience: a conceptual framework for perceptions of multi‐dimensional prices51 cited
  • 2011Consumer perceptions of monetary and non-monetary introductory promotions for new products51 cited
  • 2017Multi-unit price promotions and their impact on purchase decisions and sales51 cited
  • 2019How rational thinking style affects sales promotion effectiveness50 cited
  • 1995Consumer research on sales promotions: A state‐of‐the‐art literature review∗49 cited
  • 2016Online airline ticket purchasing: Influence of online sales promotion type and Internet experience47 cited
  • 2010Online vs. Offline Coupon Redemption Behaviors40 cited
  • 2024The effect of matching promotion type with purchase type on green consumption34 cited
  • 2020Consumer responses to savings message framing31 cited
  • 2015Interaction effects of different price claims and contextual factors on consumers' reference price adaptation after exposure to a price promotion24 cited
  • 2018Promotional formats and inaction inertia23 cited