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The Contingent Effects of Semantic Price Cues

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  • Grewal, Dhruv
  • Roggeveen, Anne L.
  • Lindsey-Mullikin, Joan

Abstract

This research endeavors to understand the contingent effects of semantic price cues while taking into consideration several important contextual factors. These factors include where the customer encounters the semantic cue (in-store, at-home, online), whether the consumers’ shopping goal is hedonic or utilitarian in nature, the impact of shopping alone or with a companion, as well as the consumer's motivation to process the product information. Findings indicate that a within-store cue (compared to a between store cue) enhances evaluations when the shopping in a store with a utilitarian goal, when shopping alone, and when their motivation to process is low. A meta-analysis of the results demonstrates the robustness of the differential impacts of these semantic cues.

Suggested Citation

  • Grewal, Dhruv & Roggeveen, Anne L. & Lindsey-Mullikin, Joan, 2014. "The Contingent Effects of Semantic Price Cues," Journal of Retailing, Elsevier, vol. 90(2), pages 198-205.
    • Handle: RePEc:eee:jouret:v:90:y:2014:i:2:p:198-205
    DOI: 10.1016/j.jretai.2014.01.005
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    References listed on IDEAS

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    Cited by:

    1. Nicole Koschate-Fischer & Katharina Wüllner, 2017. "New developments in behavioral pricing research," Journal of Business Economics, Springer, vol. 87(6), pages 809-875, August.
    2. González, Eva M. & Esteva, Eduardo & Roggeveen, Anne L. & Grewal, Dhruv, 2016. "Amount off versus percentage off—when does it matter?," Journal of Business Research, Elsevier, vol. 69(3), pages 1022-1027.
    3. Bhattacharyya, Ayan & Jha, Subhash & Guha, Abhijit & Biswas, Abhijit, 2023. "Should firms display the sale price using larger font?," Journal of Retailing, Elsevier, vol. 99(1), pages 17-25.
    4. Grewal, Dhruv & Roggeveen, Anne L. & Nordfält, Jens, 2016. "Roles of retailer tactics and customer-specific factors in shopper marketing: Substantive, methodological, and conceptual issues," Journal of Business Research, Elsevier, vol. 69(3), pages 1009-1013.
    5. Lindström, Annika & Berg, Hanna & Nordfält, Jens & Roggeveen, Anne L. & Grewal, Dhruv, 2016. "Does the presence of a mannequin head change shopping behavior?," Journal of Business Research, Elsevier, vol. 69(2), pages 517-524.
    6. Li, Wenjing & Hardesty, David M. & Craig, Adam W. & Song, Lei, 2022. "Hidden price promotions: Could retailer price promotions backfire?," Journal of Retailing and Consumer Services, Elsevier, vol. 64(C).
    7. Garrido-Morgado, Álvaro & González-Benito, Óscar & Martos-Partal, Mercedes & Campo, Katia, 2021. "Which Products are More Responsive to In-Store Displays: Utilitarian or Hedonic?," Journal of Retailing, Elsevier, vol. 97(3), pages 477-491.
    8. Eisenbeiss, Maik & Wilken, Robert & Skiera, Bernd & Cornelissen, Markus, 2015. "What makes deal-of-the-day promotions really effective? The interplay of discount and time constraint with product type," International Journal of Research in Marketing, Elsevier, vol. 32(4), pages 387-397.
    9. Rezaei, Sajad, 2015. "Segmenting consumer decision-making styles (CDMS) toward marketing practice: A partial least squares (PLS) path modeling approach," Journal of Retailing and Consumer Services, Elsevier, vol. 22(C), pages 1-15.

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