IDEAS home Printed from https://ideas.repec.org/a/rfa/bmsjnl/v2y2016i1p35-43.html
   My bibliography  Save this article

Robustness of Price Perception: How Strong are Anchoring, Left-Digit- and Framing-Effects when Promoting Sales Offers?

Author

Listed:
  • Andreas Kramer

Abstract

While the large number of publications on behavioral pricing and partly spectacular results suggest that it is easily possible to influence parameters in the consumers¡ä price perception (for example, by providing price anchors as competitive prices, 99-price endings, information on a relative or absolute saving or information on availability of the prices by the suppliers), this empirical study based on experimental designs comes to a contrary conclusion: it turns out that the assessment of perceived value for money and cheapness for different sales promotion campaigns in Germany (train ticket, smartphone flat rate, filter coffee) is amazingly robust and that psychological factors tested in different experiments have a relatively low impact. The theoretical, practical and research implications of these findings are discussed.

Suggested Citation

  • Andreas Kramer, 2016. "Robustness of Price Perception: How Strong are Anchoring, Left-Digit- and Framing-Effects when Promoting Sales Offers?," Business and Management Studies, Redfame publishing, vol. 2(1), pages 35-43, March.
    • Handle: RePEc:rfa:bmsjnl:v:2:y:2016:i:1:p:35-43
    as

    Download full text from publisher

    File URL: http://redfame.com/journal/index.php/bms/article/view/1137/1106
    Download Restriction: no
    File URL: http://redfame.com/journal/index.php/bms/article/view/1137
    Download Restriction: no
    ---><---

    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:rfa:bmsjnl:v:2:y:2016:i:1:p:35-43. 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.

    We have no bibliographic references for this item. You can help adding them by using 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: Redfame publishing (email available below). General contact details of provider: https://edirc.repec.org/data/cepflch.html .

    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.