IDEAS home Printed from https://ideas.repec.org/a/eee/joreco/v64y2022ics0969698921003593.html
   My bibliography  Save this article

The status quo bias and its individual differences from a price management perspective

Author

Listed:
  • Bergers, Dominic

Abstract

Setting the “right†price essentially remains an empirical question. The issue is especially problematic owing to pricing managers' proclivity to impose subjectivity into their analyses. For instance, people tend to have biases in complex or uncertain situations, contexts with information overload, and circumstances with time pressure—all which are common in the price management process. In this paper, we examine why a status quo bias plays a significant role in price management and why it explains the gap between the theoretical and practical sides of price management. Because the actions of organizations are the result of individual actors' activities, we adopt a micro-foundations perspective on price management in our studies. We explore the status quo bias in price management in four quantitative experiments, as well as the possible moderation impact of three of the Big Five personality traits (extraversion, conscientiousness, and openness) and the locus of control. Moreover, we investigate the influence of decision makers’ self-interest—in the form of a monetary bonus—on their susceptibility to the status quo bias. In addition to a significant main effect of the status quo bias in all four experiments, we show that conscientiousness and internal locus of control, as well as the presence of a self-interest, significantly moderate susceptibility to the status quo bias.

Suggested Citation

  • Bergers, Dominic, 2022. "The status quo bias and its individual differences from a price management perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 64(C).
  • Handle: RePEc:eee:joreco:v:64:y:2022:i:c:s0969698921003593
    DOI: 10.1016/j.jretconser.2021.102793
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0969698921003593
    Download Restriction: Full text for ScienceDirect subscribers only

    File URL: https://libkey.io/10.1016/j.jretconser.2021.102793?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. John Horton & David Rand & Richard Zeckhauser, 2011. "The online laboratory: conducting experiments in a real labor market," Experimental Economics, Springer;Economic Science Association, vol. 14(3), pages 399-425, September.
    2. Satish Kumar & Nisha Goyal, 2015. "Behavioural biases in investment decision making – a systematic literature review," Qualitative Research in Financial Markets, Emerald Group Publishing Limited, vol. 7(1), pages 88-108, February.
    3. Masatlioglu, Yusufcan & Ok, Efe A., 2005. "Rational choice with status quo bias," Journal of Economic Theory, Elsevier, vol. 121(1), pages 1-29, March.
    4. Ratner, Rebecca K. & Herbst, Kenneth C., 2005. "When good decisions have bad outcomes: The impact of affect on switching behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 96(1), pages 23-37, January.
    5. Raymond S. Hartman & Michael J. Doane & Chi-Keung Woo, 1991. "Consumer Rationality and the Status Quo," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 106(1), pages 141-162.
    6. Northcraft, Gregory B. & Neale, Margaret A., 1987. "Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 39(1), pages 84-97, February.
    7. Peter M. Noble & Thomas S. Gruca, 1999. "Industrial Pricing: Theory and Managerial Practice," Marketing Science, INFORMS, vol. 18(3), pages 435-454.
    8. Basel, Jörn S. & Brühl, Rolf, 2013. "Rationality and dual process models of reasoning in managerial cognition and decision making," European Management Journal, Elsevier, vol. 31(6), pages 745-754.
    9. Herbert A. Simon, 1955. "A Behavioral Model of Rational Choice," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 69(1), pages 99-118.
    10. Samuelson, William & Zeckhauser, Richard, 1988. "Status Quo Bias in Decision Making," Journal of Risk and Uncertainty, Springer, vol. 1(1), pages 7-59, March.
    11. Daniel Kahneman & Jack L. Knetsch & Richard H. Thaler, 1991. "Anomalies: The Endowment Effect, Loss Aversion, and Status Quo Bias," Journal of Economic Perspectives, American Economic Association, vol. 5(1), pages 193-206, Winter.
    12. Rieger, Marc Oliver & Wang, Mei & Hens, Thorsten, 2011. "Prospect Theory around the World," Discussion Papers 2011/19, Norwegian School of Economics, Department of Business and Management Science.
    13. Burmeister, Katrin & Schade, Christian, 2007. "Are entrepreneurs' decisions more biased? An experimental investigation of the susceptibility to status quo bias," Journal of Business Venturing, Elsevier, vol. 22(3), pages 340-362, May.
    14. Razzolini, Tiziano & Leombruni, Roberto & Mastrobuoni, Giovanni & Pagliero, Mario, 2014. "Beneath the surface: The decline in gender injury gap," Labour Economics, Elsevier, vol. 30(C), pages 282-288.
    15. repec:cup:judgdm:v:2:y:2007:i::p:48-53 is not listed on IDEAS
    16. Uhde, André, 2016. "Risk-taking incentives through excess variable compensation: Evidence from European banks," The Quarterly Review of Economics and Finance, Elsevier, vol. 60(C), pages 12-28.
    17. Sarv Devaraj & Robert F. Easley & J. Michael Crant, 2008. "Research Note ---How Does Personality Matter? Relating the Five-Factor Model to Technology Acceptance and Use," Information Systems Research, INFORMS, vol. 19(1), pages 93-105, March.
    18. Nyhus, Ellen K. & Pons, Empar, 2005. "The effects of personality on earnings," Journal of Economic Psychology, Elsevier, vol. 26(3), pages 363-384, June.
    19. R. L. Hall & C. J. Hitch, 1939. "Price Theory And Business Behaviour," Oxford Economic Papers, Oxford University Press, vol. 0(1), pages 12-45.
    20. Sandri, Serena & Schade, Christian & Mußhoff, Oliver & Odening, Martin, 2010. "Holding on for too long? An experimental study on inertia in entrepreneurs' and non-entrepreneurs' disinvestment choices," Journal of Economic Behavior & Organization, Elsevier, vol. 76(1), pages 30-44, October.
    21. Shiv, Baba & Fedorikhin, Alexander, 2002. "Spontaneous versus Controlled Influences of Stimulus-Based Affect on Choice Behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 87(2), pages 342-370, March.
    22. Fu, Qiang & Li, Ming, 2014. "Reputation-concerned policy makers and institutional status quo bias," Journal of Public Economics, Elsevier, vol. 110(C), pages 15-25.
    23. Nigel Nicholson & Emma Soane & Mark Fenton-O'Creevy & Paul Willman, 2005. "Personality and domain-specific risk taking," Journal of Risk Research, Taylor & Francis Journals, vol. 8(2), pages 157-176, March.
    24. Peter M. Noble & Thomas S. Gruca, 1999. "Response to the Comments on “Industrial Pricing: Theory and Managerial Practice”," Marketing Science, INFORMS, vol. 18(3), pages 458-459.
    25. Lu, Jingyi & Xie, Xiaofei, 2014. "To change or not to change: A matter of decision maker’s role," Organizational Behavior and Human Decision Processes, Elsevier, vol. 124(1), pages 47-55.
    26. Busenitz, Lowell W. & Barney, Jay B., 1997. "Differences between entrepreneurs and managers in large organizations: Biases and heuristics in strategic decision-making," Journal of Business Venturing, Elsevier, vol. 12(1), pages 9-30, January.
    27. Fernandez, Raquel & Rodrik, Dani, 1991. "Resistance to Reform: Status Quo Bias in the Presence of Individual-Specific Uncertainty," American Economic Review, American Economic Association, vol. 81(5), pages 1146-1155, December.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Sharifi, Rozhin & Razavi, Hamideh & Elahi, Ehsan, 2023. "Investigation of the ordering behavior of a retailer in the revenue sharing and buyback contracts considering round number bias," Journal of Retailing and Consumer Services, Elsevier, vol. 73(C).
    2. Petcharat, Thanatchaphan & Jattamart, Aungkana & Leelasantitham, Adisorn, 2023. "A conceptual model to imply a negative innovation assessment framework on consumer behaviors through the electronic business platforms," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Dominic Bergers, 2021. "Individual differences in the susceptibility of biases relevant in price management: a state-of-the-art article," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 20(4), pages 497-528, August.
    2. Sandri, Serena & Schade, Christian & Mußhoff, Oliver & Odening, Martin, 2010. "Holding on for too long? An experimental study on inertia in entrepreneurs' and non-entrepreneurs' disinvestment choices," Journal of Economic Behavior & Organization, Elsevier, vol. 76(1), pages 30-44, October.
    3. Daniel Fonseca Costa & Francisval Carvalho & Bruno César Moreira & José Willer Prado, 2017. "Bibliometric analysis on the association between behavioral finance and decision making with cognitive biases such as overconfidence, anchoring effect and confirmation bias," Scientometrics, Springer;Akadémiai Kiadó, vol. 111(3), pages 1775-1799, June.
    4. Ortoleva, Pietro, 2010. "Status quo bias, multiple priors and uncertainty aversion," Games and Economic Behavior, Elsevier, vol. 69(2), pages 411-424, July.
    5. Insaf Bekir & Faten Doss, 2020. "Status quo bias and attitude towards risk: An experimental investigation," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 41(5), pages 827-838, July.
    6. Burmeister, Katrin & Schade, Christian, 2007. "Are entrepreneurs' decisions more biased? An experimental investigation of the susceptibility to status quo bias," Journal of Business Venturing, Elsevier, vol. 22(3), pages 340-362, May.
    7. Víctor Alberto Pena & Alina Gómez-Mejía, 2019. "Effect of the anchoring and adjustment heuristic and optimism bias in stock market forecasts," Revista Finanzas y Politica Economica, Universidad Católica de Colombia, vol. 11(2), pages 389-409, November.
    8. Messier, William F. & Quick, Linda A. & Vandervelde, Scott D., 2014. "The influence of process accountability and accounting standard type on auditor usage of a status quo heuristic," Accounting, Organizations and Society, Elsevier, vol. 39(1), pages 59-74.
    9. Walter Bossert & Yves Sprumont, 2009. "Non‐Deteriorating Choice," Economica, London School of Economics and Political Science, vol. 76(302), pages 337-363, April.
    10. D'Orlando, Fabio & Ferrante, Francesco, 2009. "The demand for job protection: Some clues from behavioural economics," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 38(1), pages 104-114, January.
    11. Hobman, Elizabeth V. & Frederiks, Elisha R. & Stenner, Karen & Meikle, Sarah, 2016. "Uptake and usage of cost-reflective electricity pricing: Insights from psychology and behavioural economics," Renewable and Sustainable Energy Reviews, Elsevier, vol. 57(C), pages 455-467.
    12. Roee Teper, 2010. "Probabilistic Dominance and Status Quo Bias," Working Paper 5864, Department of Economics, University of Pittsburgh.
    13. Riella, Gil & Teper, Roee, 2014. "Probabilistic dominance and status quo bias," Games and Economic Behavior, Elsevier, vol. 87(C), pages 288-304.
    14. Delgado, Laura & Shealy, Tripp, 2018. "Opportunities for greater energy efficiency in government facilities by aligning decision structures with advances in behavioral science," Renewable and Sustainable Energy Reviews, Elsevier, vol. 82(P3), pages 3952-3961.
    15. Ritika & Nawal Kishor, 2020. "Development and validation of behavioral biases scale: a SEM approach," Review of Behavioral Finance, Emerald Group Publishing Limited, vol. 14(2), pages 237-259, November.
    16. Frederiks, Elisha R. & Stenner, Karen & Hobman, Elizabeth V., 2015. "Household energy use: Applying behavioural economics to understand consumer decision-making and behaviour," Renewable and Sustainable Energy Reviews, Elsevier, vol. 41(C), pages 1385-1394.
    17. Woo, C.K. & Cheng, Y.S. & Law, A. & Zarnikau, J. & Ho, S.T. & Leung, H.Y., 2015. "Consumer support for a public utilities commission in Hong Kong," Energy Policy, Elsevier, vol. 76(C), pages 87-97.
    18. Camara, N'Famory & Xu, Deyi & Binyet, Emmanuel, 2017. "Understanding household energy use, decision making and behaviour in Guinea-Conakry by applying behavioural economics," Renewable and Sustainable Energy Reviews, Elsevier, vol. 79(C), pages 1380-1391.
    19. Oliver Thomas, 2018. "Two decades of cognitive bias research in entrepreneurship: What do we know and where do we go from here?," Management Review Quarterly, Springer, vol. 68(2), pages 107-143, April.
    20. Jose Apesteguia & Miguel Ballester, 2009. "A theory of reference-dependent behavior," Economic Theory, Springer;Society for the Advancement of Economic Theory (SAET), vol. 40(3), pages 427-455, September.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:joreco:v:64:y:2022:i:c:s0969698921003593. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/journal-of-retailing-and-consumer-services .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.