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Promotion Signal: Proxy for a Price Cut?

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  • Inman, J Jeffrey
  • McAlister, Leigh
  • Hoyer, Wayne D

Abstract

Evidence suggests that some consumers react to promotion signals without considering relative price information. We adopt Petty and Cacioppo's Elaboration Likelihood Model (ELM) to explain this behavior in terms of the ELM's peripheral route to pursuasion in which the promotion signal is taken as a cue for a price cut. Experimental results show that low need for cognition individuals react to the simple presence of a promotion signal whether or not the price of the promoted brand is reduced, but that high need for cognition individuals react to a promotion signal only when it is accompanied by a substantive price reduction. Copyright 1990 by the University of Chicago.

Suggested Citation

  • Inman, J Jeffrey & McAlister, Leigh & Hoyer, Wayne D, 1990. "Promotion Signal: Proxy for a Price Cut?," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 17(1), pages 74-81, June.
    • Handle: RePEc:oup:jconrs:v:17:y:1990:i:1:p:74-81
    DOI: 10.1086/208538
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