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The implications of individual differences in reference price utilization for designing effective price communications

  • Chandrashekaran, R.
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    File URL: http://www.sciencedirect.com/science/article/B6V7S-43F3PJS-4/2/7ca010430b1f0378d47d78229b7c5702
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    Article provided by Elsevier in its journal Journal of Business Research.

    Volume (Year): 53 (2001)
    Issue (Month): 2 (August)
    Pages: 85-91

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    Handle: RePEc:eee:jbrese:v:53:y:2001:i:2:p:85-91
    Contact details of provider: Web page: http://www.elsevier.com/locate/jbusres

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    1. Etgar, Michael & Malhotra, Naresh K, 1981. " Determinants of Price Dependency: Personal and Perceptual Factors," Journal of Consumer Research, University of Chicago Press, vol. 8(2), pages 217-22, September.
    2. Jacobson, Robert & Obermiller, Carl, 1990. " The Formation of Expected Future Price: A Reference Price for Forward-Looking Consumers," Journal of Consumer Research, University of Chicago Press, vol. 16(4), pages 420-32, March.
    3. Greenwald, Anthony G & Leavitt, Clark, 1984. " Audience Involvement in Advertising: Four Levels," Journal of Consumer Research, University of Chicago Press, vol. 11(1), pages 581-92, June.
    4. Mayhew, Glenn E & Winer, Russell S, 1992. " An Empirical Analysis of Internal and External Reference Prices Using Scanner Data," Journal of Consumer Research, University of Chicago Press, vol. 19(1), pages 62-70, June.
    5. Daniel S. Putler, 1992. "Incorporating Reference Price Effects into a Theory of Consumer Choice," Marketing Science, INFORMS, vol. 11(3), pages 287-309.
    6. Bloch, Peter H & Sherrell, Daniel L & Ridgway, Nancy M, 1986. " Consumer Search: An Extended Framework," Journal of Consumer Research, University of Chicago Press, vol. 13(1), pages 119-26, June.
    7. Kalyanaram, Gurumurthy & Little, John D C, 1994. " An Empirical Analysis of Latitude of Price Acceptance in Consumer Package Goods," Journal of Consumer Research, University of Chicago Press, vol. 21(3), pages 408-18, December.
    8. Kahneman, Daniel & Tversky, Amos, 1979. "Prospect Theory: An Analysis of Decision under Risk," Econometrica, Econometric Society, vol. 47(2), pages 263-91, March.
    9. Richard H. Thaler, 2008. "Mental Accounting and Consumer Choice," Marketing Science, INFORMS, vol. 27(1), pages 15-25, 01-02.
    10. Zaichkowsky, Judith Lynne, 1985. " Measuring the Involvement Construct," Journal of Consumer Research, University of Chicago Press, vol. 12(3), pages 341-52, December.
    11. Lichtenstein, Donald R & Bloch, Peter H & Black, William C, 1988. " Correlates of Price Acceptability," Journal of Consumer Research, University of Chicago Press, vol. 15(2), pages 243-52, September.
    12. Gensch, Dennis H & Javalgi, Rajshekhar G, 1987. " The Influence of Involvement on Disaggregate Attribute Choice Models," Journal of Consumer Research, University of Chicago Press, vol. 14(1), pages 71-82, June.
    13. Urbany, Joel E & Dickson, Peter R, 1991. " Consumer Normal Price Estimation: Market versus Personal Standards," Journal of Consumer Research, University of Chicago Press, vol. 18(1), pages 45-51, June.
    14. Petty, Richard E & Cacioppo, John T & Schumann, David, 1983. " Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement," Journal of Consumer Research, University of Chicago Press, vol. 10(2), pages 135-46, September.
    15. Winer, Russell S, 1986. " A Reference Price Model of Brand Choice for Frequently Purchased Products," Journal of Consumer Research, University of Chicago Press, vol. 13(2), pages 250-56, September.
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