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The effectiveness of life-cycle pricing for consumer durables

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  • Grimmer, Martin
  • Miles, Morgan P.
  • Polonsky, Michael Jay
  • Vocino, Andrea

Abstract

This quasi-experimental study examines consumer reactions to including projected energy and carbon costs in print ads for a TV, using an online survey of 2566 Australian consumers. This study determines whether consumers' temporal orientation (past vs. future) moderates these reactions. Participants rate ads that include both energy and carbon costs as the most useful for buying a TV and as having higher perceived value. However, this fact does not affect likelihood of purchase. Participants with a high temporal orientation to the past react less favorably to ads that include carbon costs. This study shows that informing consumers about life-cycle costs does not substantially affect purchase decisions for durable goods but affects perceptions of value and usefulness of pricing information in ads.

Suggested Citation

  • Grimmer, Martin & Miles, Morgan P. & Polonsky, Michael Jay & Vocino, Andrea, 2015. "The effectiveness of life-cycle pricing for consumer durables," Journal of Business Research, Elsevier, vol. 68(7), pages 1602-1606.
    • Handle: RePEc:eee:jbrese:v:68:y:2015:i:7:p:1602-1606
    DOI: 10.1016/j.jbusres.2015.02.003
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    References listed on IDEAS

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    1. Polonsky, Michael Jay, 2011. "Transformative green marketing: Impediments and opportunities," Journal of Business Research, Elsevier, vol. 64(12), pages 1311-1319.
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    7. Grimmer, Martin & Bingham, Timothy, 2013. "Company environmental performance and consumer purchase intentions," Journal of Business Research, Elsevier, vol. 66(10), pages 1945-1953.
    8. Joseph K. Goodman & Selin A. Malkoc, 2012. "Choosing Here and Now versus There and Later: The Moderating Role of Psychological Distance on Assortment Size Preferences," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 39(4), pages 751-768.
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    Cited by:

    1. Rashidi-Sabet, Siavash & Madhavaram, Sreedhar & Parvatiyar, Atul, 2022. "Strategic solutions for the climate change social dilemma: An integrative taxonomy, a systematic review, and research agenda," Journal of Business Research, Elsevier, vol. 146(C), pages 619-635.
    2. Zhu, Qingyun & Sarkis, Joseph, 2016. "Green marketing and consumerism as social change in China: Analyzing the literature," International Journal of Production Economics, Elsevier, vol. 181(PB), pages 289-302.

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