You are here

Tüketicilerin İçsel Referans Fiyat Tercihlerinin Farklı Ürünler Bakımından Deneysel Tasarım Yoluyla İncelenmesi

The Examination of Consumers' Internal Reference Price Choice by Experimental Design for Different Products

Journal Name:

Publication Year:

Abstract (2. Language): 
Reference prices have a critical role in consumers’ price evaluations. Reference price types used by consumers differ in regard to some conditions. This study investigates which types of internal reference prices are used by consumers for three different product categories in terms of product involvement, purchase frequency, and brand loyalty levels. The study also inquires if the types of reference price choices change by acquired consumer knowledge level and time.
Abstract (Original Language): 
Referans fiyatlar tüketicilerin fiyat değerlendirmelerinde kritik bir öneme sahiptir. Tüketicilerin kullandığı referans fiyatlar belirli durumlara göre farklılık göstermektedir. Bu çalışma ürün ilgilenimi, satın alma sıklığı ve marka bağlılığı düzeyleri bakımından farklılık gösteren üç ürün kategorisinde tüketicilerin kullandıkları içsel referans fiyatları araştırmanın yanında içsel referans fiyat tercihinin, bilgi düzeyindeki değişim ve zamana göre farklılaşıp farklılaşmadığını incelemektedir.
FULL TEXT (PDF): 

REFERENCES

References: 

Bearden W.O., A. Kaicker, M. Smith de Borrero ve J.E. Urbany (1992), Examining
Alternative Operational Measures of Internal Reference Prices, J. Sherry ve B.
Sternthal (ed.), Advances in Consumer Research, 19, 629-635.
Bell D.R. ve J.M. Lattin (2000), “Looking for Loss Aversion in Scanner Panel Data:
The Confounding Effect of Price Response Heterogeneity”, Marketing Science, 19
(2), 185-200.
Biswas A. (1992), “The Moderating Role of Brand Familiarity in Reference Price
Perceptions”, Journal of Business Research, 25 (3), 251-262.
Biswas A. ve E.A. Blair (1991), “Contextual Effects of Reference Price in Retail Advertisements”,
Journal of Marketing, 55, 1-12.
Biswas A. Ve D.L. Sherrell ( 1993), “The Influence of Product Knowledge and Brand
Name on Internal Price Standards and Confidence”, Psychology & Marketing, 10
(1), 31-46.
Biswas A., E.J. Wilson ve J.W. Licata (1993), “Reference Pricing Studies in Marketing:
A Synthesis of Research Findings”, Journal of Business Research, 27, 239-256.
Blair E.A. ve L.E. Landon (1981), “The Effects of Reference Prices in Retail Advertisements”,
Journal of Marketing, 45, 61-69.
Bolton L.E., L. Warlop ve J.W. Alba (2003), “Consumer Perceptions of Price
(Un)Fairness”, Journal of Consumer Research, 29, 474-491.
Briesch R. A., L. Krishnamurthi, T. Mazumdar ve S. P. Raj, “A Comparative Analysis
of Reference Price Models”, The Journal of Consumer Research, 24(2), 202-214.
Campbell M.C. (1999), “Perceptions of Price Unfairness: Antecedents and Consequences”,
Journal of Marketing Research, 36 (2), 187-199.
Chandrashekaran R. (1997), “Designing Price Communications to Maximize Consumers’
Perceptions of Offer-Value: The Role of Product Involvement in Reference
Price Utilization”, 24th International Research Seminar in Marketing, 44-58.
Chandrashekaran R. (2001), “The Implications of Individual Differences in Reference
Price Utilization for Designing Effective Price Communications”, Journal of
Business Research, 53, 85-91.
ESKİŞEHİR OSMANGAZİ ÜNİVERSİTESİ 140 İİBF DERGİSİ
Chandrashekaran R. ve H.S. Jagpal (1995), “Measuring Internal Reference Price:
Some Preliminary Results”, Pricing Strategy & Practice, 3(4), 28-34.
Compeau L.D., D. Grewal ve R. Chandrashekaran (2002), “Comparative Price Advertising:
Believe it or not”, The Journal of Consumer Affairs, 36 (2), 284-294.
Day G.S. (1973), Theories of attitude Structure and Change, S. Ward ve T.S. Robertson
(Ed.), Consumer Behavior: Theoretical Sources, Englewood Cliffs, NJ:
Prentice-Hall.
DelVecchio D. ve A.W. Craig (2008), “Mode Matters: An Exemplar-Prototype Hybrid
(EPH) Model of Reference Price Formation”, Journal of Product & Brand Management,
17 (4), 272-279.
Erdem T., G. Mayhew ve B. Sun (2001), “Understanding Reference-Price Shoppers:
A Within-and Cross-Category Analysis”, Journal of Marketing Research, 38 (4),
445-457.
Estelami H. ve S. Maxwell (2003), “Perspectives in Behavioral Pricing”, Journal of
Business Research, 56 (2), 401-403.
Frankenberger D.K. ve R. Liu (1994), “Does Consumer Knowledge Affect Consumer
Responses to Advertised Reference Price Claims?”, Psychology & Marketing, 11
(3), 235-251.
Garbarino E. ve R. Slonim (2003), “Interrelationships and Distinct Effects of Internal
Reference Prices on Perceived Expensiveness and Demand”, Psychology &
Marketing, 20(3), 227-248.
Gensch D.H. ve R.G. Javalgi (1987), “The Influence of Involvement on Disaggregate
Attribute Choice Models”, Journal of Consumer Research, 14 (1), 71-82.
Greenwald A.G. ve C. Leavitt (1984), “Audience Involvement in Advertising: Four
Levels”, Journal of Consumer Research, 11, 581-592.
Hardie B.G.S., E.J. Johnson ve P.S. Fader (1993), “Modeling Loss Aversion and Reference
Dependence Effects on Brand Choice”, Marketing Science, 12 (4), 378.
Helson H. (1964), Adaptation-Level Theory, New York: Harper & Row.
EKİM 2012 141
Jacobson R. ve C. Obermiller (1990), “The Formation of Expected Future Price: A
Reference Price for Forward-Looking Consumers”, Journal of Consumer Research,
16, 420-432.
Janiszewski C. ve D.R. Lichtenstein (1999), “A Range Theory Account of Price Perception”,
Journal of Consumer Research, 25, 353-368.
Kahneman D., J.L. Knetsch ve R.H. Thaler (1986), “Fairness and the Assumptions of
Economics”, Journal of Business, 59 (4), 285-300.
Kahneman D. ve A. Tversky (1979), “Prospect Theory: An Analysis of Decision Under
Risk”, Econometrica, 47(2), 263-291.
Kalwani M.U., C.K. Yim, H.J. Rinne ve Y. Sugita (1990), “A Price Expectations Model
Of Customer Brand Choice”, Journal of Marketing Research, 27, 251-262.
Kalyanaram G. ve J.D.C. Little (1994), “An Empirical Analysis of Latitude of Price
Acceptance in Consumer Package Goods”, Journal of Consumer Research, 21, 408-
418.
Kalyanaram G. ve R.S. Winer (1995), “Empirical Generalizations from Reference
Price Research”, Marketing Science, 14 (3), 161-169.
Kapferer J.N. ve G. Laurent (1985), Consumer Involvement Profiles: New Empirical
Results, Hirschman E. ve M.Holbrook (Ed.), Advances in Consumer Research, 12,
290-295.
Karande K. ve V.P. Magnini (2011), “The Relative Use of Contextual and Temporal
Reference Price Components in Hotel and Airline Purchases”, Journal of Hospitality
& Tourism Resarch, 35 (1), 119-141.
Klein N. M. ve J.E. Oglethorpe (1987), “Cognitive Reference Points In Consumer
Decision Making”, Advances in Consumer Research, 183-187.
Kosenko R. ve D. Rahtz (1988), “Buyer Market Price Knowledge Influence on Acceptable
Price Range and Price Limits”, Advances in Consumer Research, 15, 328-
333.
Krishnamurthi L., T. Mazumdar ve S. P. Raj. (1992), “Asymmetric Response to
Price in Consumer Brand Choice and Purchase Quantity Decisions”, Journal of
Consumer Research, 19(3), 387-400.
ESKİŞEHİR OSMANGAZİ ÜNİVERSİTESİ 142 İİBF DERGİSİ
Lattin J.M. ve R.E. Bucklin (1989), “Reference Effects of Price and Promotion on
Brand Choice Behavior”, Journal of Marketing Research, 26, 299-310.
Lichtenstein D.R., P.H. Bloch ve W.C. Black (1988), “Correlates of Price Acceptability”,
The Journal of Consumer Research, Vol. 15, No. 2, 243-252.
Lichtenstein D.R., S. Burton ve E.J. Karson (1991), “The Effect of Semantic Cues on
Consumer Perceptions of Reference Price Ads”, Journal of Consumer Research, 18
(3), 380-391.
Liefeld J. ve L.A. Heslop (1985), “Reference Prices and Deception in Newspaper
Advertising”, Journal of Consumer Research, 11, 868-876.
Lii Y.S., M. Lee, M.J. Lin ve H.T. Lin (2009), “A Study of Reference-price Formation
in Value Judgment”, International Journal of Commerce and Management, 19 (4),
278-292.
Lowe B. ve F. Alpert (2007), “Measuring Reference Price Perceptions for New Product
Categories: Which Measure is Best?”, Journal of Product & Brand Management,
16 (2), 132-141.
Lowengart O. (2002), “Reference Price Conceptualizations: An Integrative Framework
of Analysis”, Journal of Marketing Management, 18, 145-171.
Marmorstein H., D. Grewal ve R.P.H. Fishe (1992), “The Value of Time Spent in
Price-Comparison Shopping: Survey and Experimental Evidence”, Journal of Consumer
Research, 19, 52-61.
Mayhew G.E. ve R. Winer (1992), “An Empirical Analysis of Internal and External
Reference Prices Using Scanner Data”, Journal of Consumer Research, 19, 62-70.
Mazumdar T. ve P. Papatla (1995), “Loyalty Differences in the Use of Internal and
External Reference Prices”, Marketing Letters, 6(2), 111- 122.
Mazumdar T. ve P. Papatla (2000), “An Investigation of Reference Price Segments”
, Journal of Marketing Research, 37 (2), 246-258.
Mazumdar T., S.P. Raj ve I. Sinha (2005), “Reference Price Research: Review and
Propositions”, Journal of Marketing, 69, 84-102.
EKİM 2012 143
McGoldrick P.J., E.J. Betts ve A.F. Wilson (1999), “Modelling Consumer Price Cognition:
Evidence from Discount and Superstore Sectors”, The Service Industries
Journal, 19 (1), 171-193.
Monroe K.B (1973), “Buyers' Subjective Perceptions of Price”, Journal of Marketing
Research, 10, 70-80.
Moon S., G.J. Russell ve S.D. Duvvuri (2006), “Profiling Reference Price Consumer”,
Journal of Retailing, 82 (1), 1-11.
Parducci A. (1965), “Category Judgement: A Range-Frequency Model”, Psychological
Review, 72, 407-418.
Pedrajalglesias M. ve M.J.Y. Guillen (2000), “The Role of the Internal Reference
Price in the Perception of the Sales Price: An Application to the Restaurant’s Services”,
Journal of Hospitality & Leisure Marketing, 7(3), 3-21.
Rajendran K.N. (2009), “Is Reference Price a Fair Price or an Expected Price?”,
Innovative Marketing, 5 (2), 18-29.
Rajendran K.N. ve G.J. Telis (1994), “Contextual and Temporal Components of
Reference Price”, Journal of Marketing, 58 (1), 22-34.
Rosch E. (1975), “Cognitive Reference Points”, Cognitive Psychology, 7 (4), 532-
547.
Sherif M. ve C. Hovland (1964), Social Judgement. New Haven, CT: Yale University
Press.
Shirai M.(2003), “An Analysis of Multi-dimensional Internal Reference Prices”,
Advances in Consumer Research, 30, 258-263.
Shirai M. (2004), “Consumer Evaluation of Multiple Internal Reference Prices”,
Advances in Consumer Research, 31, 580-583.
Sinha P.H. ve P.V.R. Prasad (2004), “Reference Price: Impact of Shopper’s Behaviour
at the Store”, Decision, 31(1), 19-50.
Suh C.J. (1996), The Effects Of The Manufacturers' Suggested List Price (MSLP) for
a New Product on Consumers' Internal Reference and Reservation Prices, Doktora
Tezi, Syracuse University, Business Administration - Dissertations and Theses. Paper
77.
ESKİŞEHİR OSMANGAZİ ÜNİVERSİTESİ 144 İİBF DERGİSİ
Thaler R. (1985), “Mental Accounting and Consumer Choice”, Marketing Science, 4
(3), 199-214.
Thomas M. ve G. Menon (2007), “When Internal Reference Prices and Price
Expectations Diverge: The Role of Confidence”, Journal of Marketing Research, 44,
401-409.
Urbany J.E. ve P.R. Dickson (1991), “Consumer Normal Price Estimation: Market
versus Personal Standards”, Journal of Consumer Research, 18, 45-51.
Urbany J.E., W.O. Bearden ve D.C. Weilbaker (1988), “The Effect of Plausible and
Exaggerated Reference Price on Consumer Perceptions and Price Search”, Journal
of Consumer Research, 15 (1), 95-110.
Vaidyanathan R. (2000), “The Role of Brand Familiarity in Internal Reference Price
Formation: An Accessibility-Diagnosticity Perspective”, Journal of Business and
Psychology, 14 (4), 605-624.
Vanhuele M. ve X. Dreze (2002), “Measuring the Price Knowledge Shoppers Bring
to the Store”, The Journal of Marketing, 66 (4), 72-85.
Volkmann J. (1951), Scales of Judgement and Their Implications for Social Psychology,
J.H. Rohrer ve M. Sherif (Ed.), Social Psychology at the Crossroads, New York:
Harper, 273-296.
Winer, R.S. (1986), “A Reference Price Model of Brand Choice for Frequently
Purchased Products”, Journal of Consumer Research, 13, 250-256.
Winer R., (1988), Behavioral Perspectives on Pricing: Buyers’ Subjective Perception
of Price Revisited, T.M. Devinney (Ed.), Issues in Pricing: Theory and Research,
MA: Lexington, 35-57.
Zaichkowsky J.L. (1985), “Measuring the Involvement Construct”, Journal of Consumer
Research, 12, 341-352.

Thank you for copying data from http://www.arastirmax.com