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Are Fluent Anchors More Effective? Field Experiment on Anchoring, Anchor Fluency, and Willingness to Pay

Author

Listed:
  • Tereza Simkova
  • Michal Durinik
  • Jakub Prochazka

Abstract

Processing fluency of stimuli has been shown to impact consumers’ decision-making. We investigate whether inhibiting the processing fluency of an anchor results in a more pronounced anchoring effect, as is proposed in the existing literature. We use a point-of-purchase field experiment to test the hypothesis that a disfluent anchor in a product name influences consumers’ willingness to pay for this product more than a fluent anchor. The results provide strong support against the fluency—willingness to pay relationship. Contrary to theoretical predictions, our study cautions marketing practitioners against the use of low-fluency anchors in product names.

Suggested Citation

  • Tereza Simkova & Michal Durinik & Jakub Prochazka, 2024. "Are Fluent Anchors More Effective? Field Experiment on Anchoring, Anchor Fluency, and Willingness to Pay," SAGE Open, , vol. 14(3), pages 21582440241, August.
    • Handle: RePEc:sae:sagope:v:14:y:2024:i:3:p:21582440241274831
    DOI: 10.1177/21582440241274831
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