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Incorporating Reference Price Effects into a Theory of Consumer Choice

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  1. Chenavaz, Régis, 2016. "Dynamic pricing with reference price dependence," Economics - The Open-Access, Open-Assessment E-Journal (2007-2020), Kiel Institute for the World Economy (IfW Kiel), vol. 10, pages 1-17.
  2. Heiko Karle & Georg Kirchsteiger & Martin Peitz, 2015. "Loss Aversion and Consumption Choice: Theory and Experimental Evidence," American Economic Journal: Microeconomics, American Economic Association, vol. 7(2), pages 101-120, May.
  3. Jidong Zhou, 2011. "Reference Dependence and Market Competition," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 20(4), pages 1073-1097, December.
  4. Martín-Herrán, Guiomar & Taboubi, Sihem & Zaccour, Georges, 2012. "Dual role of price and myopia in a marketing channel," European Journal of Operational Research, Elsevier, vol. 219(2), pages 284-295.
  5. Botond Kőszegi & Matthew Rabin, 2006. "A Model of Reference-Dependent Preferences," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 121(4), pages 1133-1165.
  6. repec:cup:judgdm:v:1:y:2006:i::p:23-32 is not listed on IDEAS
  7. Maarten Dossche & Freddy Heylen & Dirk Van den Poel, 2010. "The Kinked Demand Curve and Price Rigidity: Evidence from Scanner Data," Scandinavian Journal of Economics, Wiley Blackwell, vol. 112(4), pages 723-752, December.
  8. Pallab Sanyal, 2016. "Characteristics and Economic Consequences of Jump Bids in Combinatorial Auctions," Information Systems Research, INFORMS, vol. 27(2), pages 347-364, June.
  9. Drouvelis, Michalis & Sonnemans, Joep, 2017. "The endowment effect in games," European Economic Review, Elsevier, vol. 94(C), pages 240-262.
  10. Dmitri Kuksov & Kangkang Wang, 2014. "The Bright Side of Loss Aversion in Dynamic and Competitive Markets," Marketing Science, INFORMS, vol. 33(5), pages 693-711, September.
  11. Jack L. Knetsch, 2013. "Values of gains and losses: reference states and choice of measure," Chapters, in: John A. List & Michael K. Price (ed.), Handbook on Experimental Economics and the Environment, chapter 5, pages 157-170, Edward Elgar Publishing.
  12. Genlong Guo & Shoude Li, 2023. "A dynamic analysis of a monopolist's efforts for improving product quality and process innovation with reference price effects under linear demand," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 44(4), pages 2328-2345, June.
  13. Yuan, Yichao & Xiao, Tiaojun, 2022. "Retailer's decoy strategy versus consumers' reference price effect in a retailer-Stackelberg supply chain," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
  14. Guan, Xu & Wang, Yulan, 2022. "Quality disclosure in a competitive environment with consumer’s elation and disappointment," Omega, Elsevier, vol. 108(C).
  15. Deleersnyder, B. & Dekimpe, M.G. & Sarvary, M. & Parker, P.M., 2003. "Weathering Tight Economic Times: The Sales Evolution Of Consumer Durables Over The Business Cycle," ERIM Report Series Research in Management ERS-2003-046-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
  16. Cornelsen, Laura & Mazzocchi, Mario & Smith, Richard D., 2019. "Fat tax or thin subsidy? How price increases and decreases affect the energy and nutrient content of food and beverage purchases in Great Britain," Social Science & Medicine, Elsevier, vol. 230(C), pages 318-327.
  17. Birgit Kopainsky & Anita Frehner & Adrian Müller, 2020. "Sustainable and healthy diets: Synergies and trade‐offs in Switzerland," Systems Research and Behavioral Science, Wiley Blackwell, vol. 37(6), pages 908-927, November.
  18. Salgado Alfredo, 2022. "Regulation through Reference Prices," Working Papers 2022-05, Banco de México.
  19. Neumann, Nico & Böckenholt, Ulf, 2014. "A Meta-analysis of Loss Aversion in Product Choice," Journal of Retailing, Elsevier, vol. 90(2), pages 182-197.
  20. Yuval Arbel & Danny Ben-Shahar & Stuart Gabriel, 2016. "Are The Disabled Less Loss Averse? Evidence From A Natural Policy Experiment," Economic Inquiry, Western Economic Association International, vol. 54(2), pages 1291-1318, April.
  21. Matthew S. Lewis, 2011. "Asymmetric Price Adjustment and Consumer Search: An Examination of the Retail Gasoline Market," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 20(2), pages 409-449, June.
  22. Ahrens, Steffen & Pirschel, Inske & Snower, Dennis J., 2017. "A theory of price adjustment under loss aversion," Journal of Economic Behavior & Organization, Elsevier, vol. 134(C), pages 78-95.
  23. Lindsay Meredith & Dennis Maki, 2001. "Product cannibalization and the role of prices," Applied Economics, Taylor & Francis Journals, vol. 33(14), pages 1785-1793.
  24. Patricia Tovar, 2004. "The Effects of Loss Aversion on Trade Policy and the Anti-Trade Bias Puzzle," Econometric Society 2004 North American Summer Meetings 499, Econometric Society.
  25. József Sákovics, 2011. "Reference distorted prices," Quantitative Marketing and Economics (QME), Springer, vol. 9(4), pages 339-363, December.
  26. Ryan Elmore & Andrew Urbaczewski, 2021. "Loss Aversion in Professional Golf," Journal of Sports Economics, , vol. 22(2), pages 202-217, February.
  27. Toshiaki Iizuka & Hitoshi Shigeoka, 2020. "Asymmetric Demand Response when Prices Increase and Decrease: The Case of Child Healthcare," NBER Working Papers 28057, National Bureau of Economic Research, Inc.
  28. Knetsch, Jack L., 2007. "Biased valuations, damage assessments, and policy choices: The choice of measure matters," Ecological Economics, Elsevier, vol. 63(4), pages 684-689, September.
  29. Interis, Matthew G., 2014. "A Challenge to Three Widely Held Ideas," Journal of Agricultural and Applied Economics, Southern Agricultural Economics Association, vol. 46(3), pages 1-10, August.
  30. Zhang, Jie & Kevin Chiang, Wei–yu & Liang, Liang, 2014. "Strategic pricing with reference effects in a competitive supply chain," Omega, Elsevier, vol. 44(C), pages 126-135.
  31. Caruelle, Delphine & Lervik-Olsen, Line & Gustafsson, Anders, 2023. "The clock is ticking—Or is it? Customer satisfaction response to waiting shorter vs. longer than expected during a service encounter," Journal of Retailing, Elsevier, vol. 99(2), pages 247-264.
  32. Ding, Min & Ross, William T. & Rao, Vithala R., 2010. "Price as an Indicator of Quality: Implications for Utility and Demand Functions," Journal of Retailing, Elsevier, vol. 86(1), pages 69-84.
  33. van Oest, Rutger, 2013. "Why are Consumers Less Loss Averse in Internal than External Reference Prices?," Journal of Retailing, Elsevier, vol. 89(1), pages 62-71.
  34. Felix T. S. Chan & Xinsheng Xu, 2019. "The Loss-Averse Retailer’s Order Decisions Under Risk Management," Mathematics, MDPI, vol. 7(7), pages 1-16, July.
  35. Victor H. Aguiar & Roberto Serrano, 2018. "Cardinal Revealed Preference, Price-Dependent Utility, and Consistent Binary Choice," Working Papers 2018-3, Brown University, Department of Economics.
  36. Eric Johnson & Simon Gaechter & Andreas Herrmann, 2006. "Exploring the Nature of Loss Aversion," Discussion Papers 2006-02, The Centre for Decision Research and Experimental Economics, School of Economics, University of Nottingham.
  37. Giuseppe Attanasi & Kene Boun My & Andrea Guido & Mathieu Lefebvre, 2021. "Controlling monopoly power in a double‐auction market experiment," Journal of Public Economic Theory, Association for Public Economic Theory, vol. 23(5), pages 1074-1101, October.
  38. Wang, Charles X. & Webster, Scott, 2009. "The loss-averse newsvendor problem," Omega, Elsevier, vol. 37(1), pages 93-105, February.
  39. Amit Mehra & Sajeesh Sajeesh & Sudhir Voleti, 2020. "Impact of Reference Prices on Product Positioning and Profits," Production and Operations Management, Production and Operations Management Society, vol. 29(4), pages 882-892, April.
  40. Slonim, Robert & Garbarino, Ellen, 1999. "The Effect of Price History on Demand as Mediated by Perceived Price Expensiveness," Journal of Business Research, Elsevier, vol. 45(1), pages 1-14, May.
  41. Carstensen, Laura L. & Reynolds, Megan E., 2023. "Age differences in preferences through the lens of socioemotional selectivity theory," The Journal of the Economics of Ageing, Elsevier, vol. 24(C).
  42. Isoni, Andrea & Brooks, Peter & Loomes, Graham & Sugden, Robert, 2016. "Do markets reveal preferences or shape them?," Journal of Economic Behavior & Organization, Elsevier, vol. 122(C), pages 1-16.
  43. Knetsch Jack L. & Riyanto Yohanes E. & Zong Jichuan, 2012. "Gain and Loss Domains and the Choice of Welfare Measure of Positive and Negative Changes," Journal of Benefit-Cost Analysis, De Gruyter, vol. 3(4), pages 1-20, December.
  44. David R. Bell & James M. Lattin, 2000. "Looking for Loss Aversion in Scanner Panel Data: The Confounding Effect of Price Response Heterogeneity," Marketing Science, INFORMS, vol. 19(2), pages 185-200, May.
  45. Büyükdağ, Naci & Soysal, Ayşe Nur & Ki̇tapci, Olgun, 2020. "The effect of specific discount pattern in terms of price promotions on perceived price attractiveness and purchase intention: An experimental research," Journal of Retailing and Consumer Services, Elsevier, vol. 55(C).
  46. Low, Wen-Shinn & Lee, Jeng-Da & Cheng, Soo-May, 2013. "The link between customer satisfaction and price sensitivity: An investigation of retailing industry in Taiwan," Journal of Retailing and Consumer Services, Elsevier, vol. 20(1), pages 1-10.
  47. Andrea Isoni, 2011. "The willingness-to-accept/willingness-to-pay disparity in repeated markets: loss aversion or ‘bad-deal’ aversion?," Theory and Decision, Springer, vol. 71(3), pages 409-430, September.
  48. Teck H. Ho & Noah Lim & Colin Camerer, 2005. "Modeling the Psychology of Consumer and Firm Behavior with Behavioral Economics," Levine's Bibliography 784828000000000476, UCLA Department of Economics.
  49. James K. Hammitt, 2013. "Positive versus Normative Justifications for Benefit-Cost Analysis: Implications for Interpretation and Policy," Review of Environmental Economics and Policy, Association of Environmental and Resource Economists, vol. 7(2), pages 199-218, July.
  50. Biondi, Beatrice & Cornelsen, Laura & Mazzocchi, Mario & Smith, Richard, 2020. "Between preferences and references: Asymmetric price elasticities and the simulation of fiscal policies," Journal of Economic Behavior & Organization, Elsevier, vol. 180(C), pages 108-128.
  51. Maynard, Leigh J., 2000. "Sources Of Irreversible Consumer Demand In U.S. Dairy Products," 2000 Annual meeting, July 30-August 2, Tampa, FL 21876, American Agricultural Economics Association (New Name 2008: Agricultural and Applied Economics Association).
  52. Bertrand Crettez & Naila Hayek & Georges Zaccour, 2020. "Existence and characterization of optimal dynamic pricing strategies with reference-price effects," Central European Journal of Operations Research, Springer;Slovak Society for Operations Research;Hungarian Operational Research Society;Czech Society for Operations Research;Österr. Gesellschaft für Operations Research (ÖGOR);Slovenian Society Informatika - Section for Operational Research;Croatian Operational Research Society, vol. 28(2), pages 441-459, June.
  53. Ravaja, Niklas & Korhonen, Pekka & Köksalan, Murat & Lipsanen, Jari & Salminen, Mikko & Somervuori, Outi & Wallenius, Jyrki, 2016. "Emotional–motivational responses predicting choices: The role of asymmetrical frontal cortical activity," Journal of Economic Psychology, Elsevier, vol. 52(C), pages 56-70.
  54. Paha, Johannes, 2019. "Anchoring, Reference Prices, and List Price Collusion," VfS Annual Conference 2019 (Leipzig): 30 Years after the Fall of the Berlin Wall - Democracy and Market Economy 203625, Verein für Socialpolitik / German Economic Association.
  55. Wei, Xiaohan & Chen, Xuqi & Gao, Zhifeng & Jensen, Kimberly L. & Yu, Tun-Hsiang & DeLong, Karen L., 2020. "The Reference Price Effect on Willingness-to-Pay Estimates: Evidence from Eco-labeled Food Products," 2020 Annual Meeting, July 26-28, Kansas City, Missouri 304573, Agricultural and Applied Economics Association.
  56. Nguyen, Thanh Cong & Le, Hoa Thu & Nguyen, Hang Dieu & Ngo, Mai Thanh & Nguyen, Hong Quang, 2021. "Examining ordering effects and strategic behaviour in a discrete choice experiment," Economic Analysis and Policy, Elsevier, vol. 70(C), pages 394-413.
  57. Baucells, Manel & Weber, Martin & Welfens, Frank, 2007. "Reference point formation over time : a weighting function approach," Papers 07-43, Sonderforschungsbreich 504.
  58. Knetsch, Jack L., 2016. "Some Uses, Underuses, And Misuses Of The Findings Of Disparities Between People’S Valuations Of Gains And Losses," APSTRACT: Applied Studies in Agribusiness and Commerce, AGRIMBA, vol. 10(2-3), pages 1-8.
  59. Huang, Jiaqi & Antonides, Gerrit & Nie, Fengying, 2022. "Asymmetric price effects on food demand of rural households: Panel evidence from China," Journal of Economic Psychology, Elsevier, vol. 89(C).
  60. Prakash, David & Spann, Martin, 2022. "Dynamic pricing and reference price effects," Journal of Business Research, Elsevier, vol. 152(C), pages 300-314.
  61. Helen Bao & Chunming Meng, 2017. "Loss Aversion and Residential Property Development Decisions in China: A Semi-Parametric Estimation," ERES eres2017_156, European Real Estate Society (ERES).
  62. Guofang Huang & Haiyan Liu, 2021. "Estimating expectations-based reference-price effects in the used-car retail market," Quantitative Marketing and Economics (QME), Springer, vol. 19(3), pages 457-503, December.
  63. Ioana Popescu & Yaozhong Wu, 2007. "Dynamic Pricing Strategies with Reference Effects," Operations Research, INFORMS, vol. 55(3), pages 413-429, June.
  64. Nawel Ayadi & Alexandre Lapeyre, 2016. "Consumer purchase intentions for green products: Mediating role of WTP and moderating effects of framing," Post-Print hal-03829732, HAL.
  65. Chen, Jialie & Rao, Vithala R., 2023. "Evaluating strategies for promoting retail mobile channel using a hidden Markov model," Journal of Retailing, Elsevier, vol. 99(1), pages 66-84.
  66. Jozsef Sakovics, 2007. "Reference price distortion," Edinburgh School of Economics Discussion Paper Series 177, Edinburgh School of Economics, University of Edinburgh.
  67. Bao, Helen X. H. & Meng, Charlotte Chunming, 2017. "Loss Aversion and Residential Property Development Decisions in the People’s Republic of China: A Semi-Parametric Estimation," ADBI Working Papers 640, Asian Development Bank Institute.
  68. Jonathan Z. Zhang & Oded Netzer & Asim Ansari, 2014. "Dynamic Targeted Pricing in B2B Relationships," Marketing Science, INFORMS, vol. 33(3), pages 317-337, May.
  69. Jani Toros, 2014. "The Impact of Price Ranges to the Pricing," Faculty of Management Koper Monograph Series, University of Primorska, Faculty of Management Koper, number 978-961-266-169-4, June.
  70. Luini, Luigi & Sabbatini, Pierluigi, 2012. "Demand cross elasticity without substitutability: An experiment," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 41(2), pages 255-265.
  71. Nobuhiko Terui & Wirawan Dony Dahana, 2006. "Research Note—Estimating Heterogeneous Price Thresholds," Marketing Science, INFORMS, vol. 25(4), pages 384-391, 07-08.
  72. Xinsheng, Xu & Zhiqing, Meng & Rui, Shen & Min, Jiang & Ping, Ji, 2015. "Optimal decisions for the loss-averse newsvendor problem under CVaR," International Journal of Production Economics, Elsevier, vol. 164(C), pages 146-159.
  73. Qin, Chang-Xiong & Liu, Zhao, 2022. "Reference price effect of partially similar online products in the consideration stage," Journal of Business Research, Elsevier, vol. 152(C), pages 70-81.
  74. Ranyard, Rob & Missier, Fabio Del & Bonini, Nicolao & Duxbury, Darren & Summers, Barbara, 2008. "Perceptions and expectations of price changes and inflation: A review and conceptual framework," Journal of Economic Psychology, Elsevier, vol. 29(4), pages 378-400, August.
  75. David Gal, 2006. "A psychological law of inertia and the illusion of loss aversion," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 1, pages 23-32, July.
  76. Manel Baucells & Martin Weber & Frank Welfens, 2011. "Reference-Point Formation and Updating," Management Science, INFORMS, vol. 57(3), pages 506-519, March.
  77. Sojin Jung & Hyeon Jeong Cho & Byoungho Ellie Jin, 0. "Does effective cost transparency increase price fairness? An analysis of apparel brand strategies," Journal of Brand Management, Palgrave Macmillan, vol. 0, pages 1-13.
  78. Zhang, Jie & Chiang, Wei-yu Kevin, 2020. "Durable goods pricing with reference price effects," Omega, Elsevier, vol. 91(C).
  79. Zhu, Jialiang & Wang, Zeyu, 2022. "Loss aversion in post-sale purchases of two close substitutes," Economics Letters, Elsevier, vol. 218(C).
  80. Sojin Jung & Hyeon Jeong Cho & Byoungho Ellie Jin, 2020. "Does effective cost transparency increase price fairness? An analysis of apparel brand strategies," Journal of Brand Management, Palgrave Macmillan, vol. 27(5), pages 495-507, September.
  81. Colombo, Luca & Labrecciosa, Paola, 2021. "Dynamic oligopoly pricing with reference-price effects," European Journal of Operational Research, Elsevier, vol. 288(3), pages 1006-1016.
  82. Sitzia, Stefania & Zizzo, Daniel John, 2012. "Price lower and then higher or price higher and then lower?," Journal of Economic Psychology, Elsevier, vol. 33(6), pages 1084-1099.
  83. Chandrashekaran, R., 2001. "The implications of individual differences in reference price utilization for designing effective price communications," Journal of Business Research, Elsevier, vol. 53(2), pages 85-91, August.
  84. Hui Yu & Jia Zhai & Guang-Ya Chen, 2016. "Robust Optimization for the Loss-Averse Newsvendor Problem," Journal of Optimization Theory and Applications, Springer, vol. 171(3), pages 1008-1032, December.
  85. Katina Kulow & Keith S. Coulter & Michael J. Barone & Xingbo (Bo) Li, 2022. "How internal reference prices determine when a price’s location will influence consumer judgments," Marketing Letters, Springer, vol. 33(4), pages 563-575, December.
  86. Yinghao Zhang & Karen Donohue & Tony Haitao Cui, 2016. "Contract Preferences and Performance for the Loss-Averse Supplier: Buyback vs. Revenue Sharing," Management Science, INFORMS, vol. 62(6), pages 1734-1754, June.
  87. Nicolau, Juan L., 2011. "Differentiated price loss aversion in destination choice: The effect of tourists’ cultural interest," Tourism Management, Elsevier, vol. 32(5), pages 1186-1195.
  88. Hofstra, Nienke & Spiliotopoulou, Eirini, 2022. "Behavior in rationing inventory across retail channels," European Journal of Operational Research, Elsevier, vol. 299(1), pages 208-222.
  89. El Ouardighi, Fouad & Feichtinger, Gustav & Grass, Dieter & Hartl, Richard & Kort, Peter M., 2016. "Autonomous and advertising-dependent ‘word of mouth’ under costly dynamic pricing," European Journal of Operational Research, Elsevier, vol. 251(3), pages 860-872.
  90. Knetsch, Jack L. & Wong, Wei-Kang, 2009. "The endowment effect and the reference state: Evidence and manipulations," Journal of Economic Behavior & Organization, Elsevier, vol. 71(2), pages 407-413, August.
  91. Martin, Jolie M. & Lejarraga, Tomás & Gonzalez, Cleotilde, 2018. "The effects of motivation and memory on the weighting of reference prices," Journal of Economic Psychology, Elsevier, vol. 65(C), pages 16-25.
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  96. Kopalle, Praveen K. & Kannan, P.K. & Boldt, Lin Bao & Arora, Neeraj, 2012. "The impact of household level heterogeneity in reference price effects on optimal retailer pricing policies," Journal of Retailing, Elsevier, vol. 88(1), pages 102-114.
  97. Bambauer-Sachse, Silke & Massera, Laura, 2015. "Interaction effects of different price claims and contextual factors on consumers' reference price adaptation after exposure to a price promotion," Journal of Retailing and Consumer Services, Elsevier, vol. 27(C), pages 63-73.
  98. Robert Slonim & Ellen Garbarino, 2009. "Similarities and differences between stockpiling and reference effects," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 30(6), pages 351-371.
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