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How to Attract Customers by Giving Them the Short End of the Stick
16 references·14 citing·48 second hop
How to Attract Customers by Giving Them the Short End of the Stick (2007)How to Attract Customers by Giving Them t…Testing theories of fairness—Intentions matter (2007)Testing theories of fairness—…Consumer Perceptions of Price (Un)Fairness (2003)Consumer Perceptions of Price…The Effects of Incomplete Information on Consumer Choice (2000)The Effects of Incomplete Inf…Perceptions of Price Unfairness: Antecedents and Consequences (1999)Perceptions of Price Unfairne…Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces (1997)Interactive Home Shopping: Co…The Evaluability Hypothesis: An Explanation for Preference Reversals between Joint and Separate Evaluations of Alternatives (1996)The Evaluability Hypothesis: …Memory-Based Inferences during Consumer Choice (1990)Memory-Based Inferences durin…Consumer Skepticism of Advertising Claims: Testing Hypotheses from Economics of Information (1990)Consumer Skepticism of Advert…Social utility and decision making in interpersonal contexts. (1989)Social utility and decision m…Money Talks: Perceived Advertising Expense and Expected Product Quality (1989)Money Talks: Perceived Advert…Self-generated validity and other effects of measurement on belief, attitude, intention, and behavior. (1988)Self-generated validity and o…The Impact of Inferential Beliefs on Product Evaluations (1982)The Impact of Inferential Bel…When people ask "why" questions, and the heuristics of attributional search. (1981)When people ask "why" questio…Consumer Demand: A New Approach. (1975)Consumer Demand: A New Approa…Advertising as Information (1974)Advertising as InformationConsumer Demand. A New Approach. (1972)Consumer Demand. A New Approa…Impact of Financial and Nonfinancial Constructs on Customer Lifetime Value (CLV): U.S. Retailer’s Perspective (2023)Impact of Financial and Nonfi…An Investigation of Nonbeneficiary Reactions to Discretionary Preferential Treatments (2019)An Investigation of Nonbenefi…How price fairness and fit affect customer tariff evaluations (2018)How price fairness and fit af…Benefitting a few at the expense of many? Exclusive promotions and their impact on untargeted customers (2018)Benefitting a few at the expe…Unfairness in consumer services: Outcomes of differential treatment of new and existing clients (2015)Unfairness in consumer servic…Your mileage may vary: Managing untargeted consumers’ reactions to promotions (2014)Your mileage may vary: Managi…It’s just not fair: exploring the effects of firm customization on unfairness perceptions, trust and loyalty (2014)It’s just not fair: exploring…Electronic CRM and perceptions of unfairness (2014)Electronic CRM and perception…Do online discounts and free gifts damage brand image of service? The moderating role of promotion-proneness (2014)Do online discounts and free …The dark side of CRM: advantaged and disadvantaged customers (2013)The dark side of CRM: advanta…The dark side of customer relationship management: Exploring the underlying reasons for pitfalls, exploitation and unfairness (2012)The dark side of customer rel…The dark side of CRM (2011)The dark side of CRMUnderstanding the Effects of Post-Service Experience Surveys on Delay and Acceleration of Customer Purchasing Behavior: Evidence From the Automotive Services Industry (2010)Understanding the Effects of …Lack of preferential treatment: effects on dissatisfaction after a service failure (2010)Lack of preferential treatmen…Contingent weighting in judgment and choice. (1988)Numeracy and Decision Making (2006)The affect heuristic (2006)Experimental methods: Between-subject and within-subject design (2011)Generalized expectancies for internal versus external control of reinforcement. 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References

  • 1974Advertising as Information3,430 cited
  • 1997Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces2,234 cited
  • 1988Self-generated validity and other effects of measurement on belief, attitude, intention, and behavior.2,069 cited
  • 1975Consumer Demand: A New Approach.1,235 cited
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  • 1981When people ask "why" questions, and the heuristics of attributional search.1,108 cited
  • 2003Consumer Perceptions of Price (Un)Fairness1,077 cited
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  • 1990Consumer Skepticism of Advertising Claims: Testing Hypotheses from Economics of Information481 cited
  • 1982The Impact of Inferential Beliefs on Product Evaluations481 cited
  • 1989Money Talks: Perceived Advertising Expense and Expected Product Quality477 cited
  • 1990Memory-Based Inferences during Consumer Choice

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353 cited
  • 2000The Effects of Incomplete Information on Consumer Choice297 cited
  • Cited by

    • 2013The dark side of CRM: advantaged and disadvantaged customers66 cited
    • 2015Unfairness in consumer services: Outcomes of differential treatment of new and existing clients61 cited
    • 2018Benefitting a few at the expense of many? Exclusive promotions and their impact on untargeted customers38 cited
    • 2010Lack of preferential treatment: effects on dissatisfaction after a service failure37 cited
    • 2014It’s just not fair: exploring the effects of firm customization on unfairness perceptions, trust and loyalty36 cited
    • 2019An Investigation of Nonbeneficiary Reactions to Discretionary Preferential Treatments29 cited
    • 2012The dark side of customer relationship management: Exploring the underlying reasons for pitfalls, exploitation and unfairness27 cited
    • 2010Understanding the Effects of Post-Service Experience Surveys on Delay and Acceleration of Customer Purchasing Behavior: Evidence From the Automotive Services Industry22 cited
    • 2018How price fairness and fit affect customer tariff evaluations21 cited
    • 2014Your mileage may vary: Managing untargeted consumers’ reactions to promotions21 cited
    • 2014Electronic CRM and perceptions of unfairness20 cited
    • 2014Do online discounts and free gifts damage brand image of service? The moderating role of promotion-proneness19 cited
    • 2011The dark side of CRM19 cited
    • 2023Impact of Financial and Nonfinancial Constructs on Customer Lifetime Value (CLV): U.S. Retailer’s Perspective8 cited