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Consumer responses to savings message framing

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  • Yang, Bi
  • Mattila, Anna S.

Abstract

Despite the prevalent use of savings messages (e.g., “get $x off” and “save $x”), no previous tourism and hospitality research has examined their effect on consumer responses. To fill that void, this study investigates the joint effect of savings message type (gain-framed vs. nonloss-framed) and weather conditions (sunny vs. rainy) on consumer attitude. The results show that individuals in rainy weather respond more favorably to a gain-framed (vs. nonloss-framed) message, and this effect is attenuated among people in sunny weather. Furthermore, this study reveals a boundary condition. When the amount of savings is presented in percentage terms (e.g., “get x% off” and “save x%”), the superiority of a gain frame disappears. Theoretical and managerial implications are discussed.

Suggested Citation

  • Yang, Bi & Mattila, Anna S., 2020. "Consumer responses to savings message framing," Annals of Tourism Research, Elsevier, vol. 84(C).
    • Handle: RePEc:eee:anture:v:84:y:2020:i:c:s0160738320301420
    DOI: 10.1016/j.annals.2020.102998
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    Cited by:

    1. Yang, Bi & Li, Shanshi & Chen, Zhenyu & Mattila, Anna S., 2023. "Consumer responses to time-based sales messages," Annals of Tourism Research, Elsevier, vol. 99(C).
    2. Wen, Tong & Leung, Xi Y. & Li, Bin & Hu, Lingyan, 2021. "Examining framing effect in travel package purchase: An application of double-entry mental accounting theory," Annals of Tourism Research, Elsevier, vol. 90(C).
    3. Chen, Catherine, 2023. "Framing energy-efficiency programs: A survey experiment," Energy Policy, Elsevier, vol. 183(C).
    4. Qiu, Shangzhi & Wu, Laurie & Yang, Yanjia & Zeng, Guojun, 2022. "Offering the right incentive at the right time: Leveraging customer mental accounting to promote prepaid service," Annals of Tourism Research, Elsevier, vol. 93(C).

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