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The 1 in 1,000,000: Context effects of how numbers cue different kinds of incidental environmental anchoring in marketing communications

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  • Koçaş, Cenk
  • Dogerlioglu-Demir, Kivilcim

Abstract

Drawing from the literature on incidental environmental anchoring, alphanumeric brand names, and number activation, this article demonstrates that random numerical values used in marketing communications can influence consumers' price perceptions. Surprisingly, even one number can represent many different incidental values depending on the context. The mechanism potentially involves consumers unknowingly using relevant associations to modify numbers to fit the given context. The authors examine this multifaceted nature of single numerical values in three studies, each of which concentrates on a specific association (i.e., shifting decimal, negative, and inverse) that modifies the given number to suit the context. In a fourth study, they establish external validity of the associations. Overall, this research demonstrates that a single number appearing in marketing communications can be multifaceted and that people employ one of the automatically generated values—the one most applicable to the given context—as an incidental anchor when making decisions.

Suggested Citation

  • Koçaş, Cenk & Dogerlioglu-Demir, Kivilcim, 2020. "The 1 in 1,000,000: Context effects of how numbers cue different kinds of incidental environmental anchoring in marketing communications," Journal of Business Research, Elsevier, vol. 109(C), pages 536-544.
    • Handle: RePEc:eee:jbrese:v:109:y:2020:i:c:p:536-544
    DOI: 10.1016/j.jbusres.2019.01.027
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    References listed on IDEAS

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    1. Yan, Dengfeng & Duclos, Rod, 2013. "Making sense of numbers: Effects of alphanumeric brands on consumer inference," International Journal of Research in Marketing, Elsevier, vol. 30(2), pages 179-184.
    2. Gurumurthy Kalyanaram & Russell S. Winer, 1995. "Empirical Generalizations from Reference Price Research," Marketing Science, INFORMS, vol. 14(3_supplem), pages 161-169.
    3. Kivilcim Dogerlioglu-Demir & Cenk Koçaş, 2015. "Seemingly incidental anchoring: the effect of incidental environmental anchors on consumers’ willingness to pay," Marketing Letters, Springer, vol. 26(4), pages 607-618, December.
    4. Gunasti, Kunter & Ross, William T., 2015. "The effects of compensatory inferences for attributes on the choice of incomplete product options," Journal of Business Research, Elsevier, vol. 68(5), pages 1136-1144.
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