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The windfall gain effect: Using a surprise discount to stimulate add-on purchases · Study

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ArticleThe windfall gain effect: Using a surprise discount to stimulate add-on purchases

Esther L. Kim2021

Article2021

The windfall gain effect: Using a surprise discount to stimulate add-on purchases

Esther L. Kim · Sarah Tanford

46 citations·0/0 files stored·International Journal of Hospitality Management

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Consumer Market Behavior and Pricing Consumer Behavior and Marketing Influence Consumer Retail Behavior Studies

Abstract

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Citations in this library

Stored only when both papers are in the corpus — 46 citations exist upstream.

References

1992A power primer.1994Work and/or Fun: Measuring Hedonic and Utilitarian Shopping Value 1980Toward a positive theory of consumer choice 1996GPOWER: A general power analysis program 1999Mental accounting matters 1991Measuring the hedonic and utilitarian sources of consumer attitudes 1987The Buying Impulse 1993Assessing the Dimensionality and Structure of the Consumption Experience: Evaluation, Feeling, and Satisfaction

Cited by

2022A percentage-off discount versus free surcharge: The impact of promotion type on hotel consumers’ responses 2022Effect of Time Pressure on Tourism: How to Make Non-Impulsive Tourists Spend More 2023HARNESSING ROMANCE: The effect of exposure to romance-themed attractions on tourists’ impulsive buying 2023Tourist subsequent responses to promotion framing 2024Compensatory consumption and unplanned purchases: the moderating role of the decision frame effect 2025The role of mental accounting in risk-taking and spending: a meta-analysis of the house-money effect 2022Risk and Ambiguity: Unpacking Uncertainty in Platform Rewards Design

Details

Year2021

Typearticle

Published2021-03-25

VenueInternational Journal of Hospitality Management

ISSN-L0278-4319

Languageen

Citations46

Files0 public / 0

ShelfConsumer Market Behavior and Pricing

Identifiers

doi10.1016/j.ijhm.2021.102918

openalex_workW3146832063

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