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Title of article :
Examining differences in consumer reactions to partitioned prices with a variable number of price components
Author/Authors :
Carlson، نويسنده , , Jay P. and Weathers، نويسنده , , Danny، نويسنده ,
Issue Information :
ماهنامه با شماره پیاپی سال 2008
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Abstract :
Partitioned pricing is a tactic in which a seller presents multiple prices for a single product or service instead of one, all-inclusive price. This research investigates effects of partitioned prices containing a variable number of price components, under varying levels of seller trustworthiness, and with or without the presentation of the total price. The results indicate that partitioning into a large number of price components, relative to a small number of price components, negatively affects perceived fairness and purchase intentions for less trustworthy, but not more trustworthy, sellers when the total price is not presented. However, partitioning into a large number of price components positively affects fairness and purchase intentions, regardless of seller trustworthiness, when the total price is presented. The research also examines effects of partitioning on price estimation and recall.
Keywords :
Price estimation , Purchase intentions , perceived fairness , Partitioned prices , Price recall , trustworthiness
Journal title :
Journal of Business Research
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Link To Document :