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Hidden price promotions: Could retailer price promotions backfire?
16 references·1 citing·51 second hop
Hidden price promotions: Could retailer price promotions backfire? (2021)Hidden price promotions: Could retailer p…Shopping under the influence of curiosity: How retailers use mystery to drive purchase motivation (2015)Shopping under the influence …Can Uncertainty Improve Promotions? (2010)Can Uncertainty Improve Promo…The feeling of uncertainty intensifies affective reactions. (2009)The feeling of uncertainty in…The Effect of Compensation on Repurchase Intentions in Service Recovery☆ (2008)The Effect of Compensation on…The influence of outcome desirability on optimism. (2007)The influence of outcome desi…“Says Who?!” how the Source of Price Information and Affect Influence Perceived Price (Un)fairness (2007)“Says Who?!” how the Source o…Reference Price Research: Review and Propositions (2005)Reference Price Research: Rev…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)Consumer price sensitivity an…Affect Monitoring and the Primacy of Feelings in Judgment (2001)Affect Monitoring and the Pri…A Benefit Congruency Framework of Sales Promotion Effectiveness (2000)A Benefit Congruency Framewor…Influence: The Psychology of Persuasion (1993)Influence: The Psychology of …The interplay of affect and cognition in attitude formation and change. (1990)The interplay of affect and c…The Excitement of Getting a Bargain: Some Hypotheses Concerning the Origins and Effects of Smart-Shopper Feelings (1989)The Excitement of Getting a B…Models of Consumer Satisfaction Formation: An Extension (1988)Models of Consumer Satisfacti…An Investigation into the Determinants of Customer Satisfaction (1982)An Investigation into the Det…A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions (1980)A Cognitive Model of the Ante…Eye-opening! Exploring uncertainty marketing through hedonic blind box collectibles (2024)Eye-opening! Exploring uncert…A Theory of Cognitive Dissonance (1957)Understanding Information Systems Continuance: An Expectation-Confirmation Model1 (2001)An examination of the effects of motivation and satisfaction on destination loyalty: a structural model (2003)Examining the structural relationships of destination image, tourist satisfaction and destination loyalty: An integrated approach (2007)A Theory of Cognitive Dissonance (2017)The Theory of Buyer Behavior (1971)Effect of expectation and disconfirmation on postexposure product evaluations: An alternative interpretation. (1977)Disconfirmation of consumer expectations through product trial. (1979)Developing Buyer-Seller Relationships (1987)Measuring Service Quality: A Reexamination and Extension (1992)The Psychology of Interpersonal Relations. (1958)The psychology of interpersonal relations. (1958)The Psychology of Attitudes (1997)Pay What You Want: A New Participative Pricing Mechanism (2008)Warm Glow or Extra Charge? The Ambivalent Effect of Corporate Social Responsibility Activities on Customers’ Perceived Price Fairness (2015)The influence of perceived food quality, price fairness, perceived value and satisfaction on customers’ revisit and word-of-mouth intentions towards organic food restaurants (2019)Prospect Theory: An Analysis of Decision under Risk (1979)Prospect theory: An analysis of decision under risk (1988)A Customer Relationship Management Roadmap: What is Known, Potential Pitfalls, and Where to Go (2005)Implementing the Marketing Concept at the Employee-Customer Interface: The Role of Customer Need Knowledge (2009)Literature review as a research methodology: An overview and guidelines (2019)Advances in Consumer Research (2025)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Feeling and thinking: Preferences need no inferences. (1980)Emotion And Adaptation (1991)Ideals and Oughts and the Reliance on Affect versus Substance in Persuasion (2004)Emotion and Rationality: A Critical Review and Interpretation of Empirical Evidence (2007)More than Words: The Influence of Affective Content and Linguistic Style Matches in Online Reviews on Conversion Rates (2012)The Measurement of Meaning (1957)"Unlearning" automatic biases: The malleability of implicit prejudice and stereotypes. (2001)Can Mixed Emotions Peacefully Coexist? (2002)Gaining trust as well as respect in communicating to motivated audiences about science topics (2014)Risk, Uncertainty and Profit (1921)Conflict, arousal, and curiosity. (1960)The psychology of curiosity: A review and reinterpretation. (1994)Why Gratitude Enhances Well-Being (2011)Communicating uncertainty about facts, numbers and science (2019)The effects of communicating uncertainty on public trust in facts and numbers (2020)Structural Equations with Latent Variables (1989)Structural Equations with Latent Variables. (1991)Pursuing the Value-Conscious Consumer: Store Brands versus National Brand Promotions (2001)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)Justification Effects on Consumer Choice of Hedonic and Utilitarian Goods (2005)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Significance tests and goodness of fit in the analysis of covariance structures. (1980)Assessing Advantage: A Framework for Diagnosing Competitive Superiority (1988)Return on Quality (ROQ): Making Service Quality Financially Accountable (1995)Understanding Changes in Belief and Attitude Toward Information Tech Nology Usage: A Theoretical Model and Longitudinal Test1 (2004)On and Off the 'Net: Scales for Social Capital in an Online Era (2006)8 Social Hierarchy: The Self‐Reinforcing Nature of Power and Status (2008)Social and Heuristic Approaches to Credibility Evaluation Online (2010)
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References

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  • 2001Consumer 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.295 cited
  • 2007The influence of outcome desirability on optimism.287 cited
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The Effect of Compensation on Repurchase Intentions in Service Recovery☆
268 cited
  • 1989The Excitement of Getting a Bargain: Some Hypotheses Concerning the Origins and Effects of Smart-Shopper Feelings201 cited
  • 2010Can Uncertainty Improve Promotions?197 cited
  • 2015Shopping under the influence of curiosity: How retailers use mystery to drive purchase motivation191 cited
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    • 2024Eye-opening! Exploring uncertainty marketing through hedonic blind box collectibles19 cited