Marketing_Management_14th_Edition-min

3. Xavier Dreze and Joseph C. Nunes, “Using Combined-
Currency Prices to Lower Consumers’ Perceived
Cost,” Journal of Marketing Research 41 (February
2004), pp. 59–72; Raghuram Iyengar, Kamel Jedidi,
and Rajeev Kohli, “A Conjoint Approach to Multipart
Pricing,” Journal of Marketing Research 45 (April 2008),
pp. 195–201; Marco Bertini and Luc Wathieu,
“Attention Arousal Through Price Partitioning,”
Marketing Science 27 (March/April 2008), pp. 236–46.
4. Rick Newman, “The Great Retail Revolution,” U.S.
News & World Report, March 2010, pp. 19–20; Philip
Moeller, “Tough Times Are Molding Tough Consumers,”
U.S. News & World Report, March 2010, pp. 22–25;
Steve Hamm, “The New Age of Frugality,”
BusinessWeek, October 20, 2008, pp. 55–60; Timothy
W. Martin, “Frugal Shoppers Drive Grocers Back to
Basics,” Wall Street Journal, June 24, 2009, p. B1;
Daniel Gross, “The Latte Era Grinds Down,”
Newsweek, October 22, 2007, pp. 46–47.
5. Paul Markillie, “A Perfect Market: A Survey of E-
Commerce,” Economist, May 15, 2004, pp. 3–20;
David Kirpatrick, “How the Open-Source World Plans
to Smack Down Microsoft, and Oracle, and ...,”
Fortune, February 23, 2004, pp. 92–100; Faith
Keenan, “The Price Is Really Right,” BusinessWeek,
March 31, 2003, pp. 61–67; Michael Menduno,
“Priced to Perfection,” Business 2.0, March 6, 2001,
pp. 40–42; Amy E. Cortese, “Good-Bye to Fixed
Pricing?” BusinessWeek, May 4, 1998, pp. 71–84.
For a discussion of some of the basic academic
issues involved, see Florian Zettelmeyer, “Expanding
to the Internet: Pricing and Communication Strategies
when Firms Compete on Multiple Channels,” Journal
of Marketing Research 37 (August 2000), pp.
292–308; John G. Lynch Jr. and Dan Ariely, “Wine
Online: Search Costs Affect Competition on Price,
Quality, and Distribution,” Marketing Science 19
(Winter 2000), pp. 83–103; Rajiv Lal and Miklos
Sarvary, “When and How Is the Internet Likely to
Decrease Price Competition?” Marketing Science 18
(Fall 1999), pp. 485–503.
6. Daniel Fisher, “Cheap Seats,” Forbes, August 24, 2009,
pp. 102–3.
7. Bernard Condon, “The Haggle Economy,” Forbes,
June 8, 2009, pp. 26–27.
8. For a thorough review of pricing research, see Chezy
Ofir and Russell S. Winer, “Pricing: Economic and
Behavioral Models,” Bart Weitz and Robin Wensley,
eds., Handbook of Marketing (London: Sage
Publications, 2002).
9. Based on Pia Sarkar, “Which Shirt Costs $275?—
Brand Loyalty, Bargain Hunting, and Unbridled Luxury
All Play a Part in the Price You’ll Pay for a T-Shirt,”
Final Edition, March 15, 2007, p. C1. Reprinted by
permission.
10. Bruce Horovitz, “Sale, Sale, Sale: Today Everyone
Wants a Deal,” USA Today, April 21, 2010, pp. 1A–2A.
11. Sbriya Rice, “‘I Can’t Afford Surgery in the U.S.,’ Says
Bargain Shopper,” CNN, www.cnn.com, April 26, 2010.
12. Jay Greene, “Selling $8 Soap in an Era of Frugality,”
BusinessWeek, November 30, 2009, p. 66.
13. Peter R. Dickson and Alan G. Sawyer, “The Price
Knowledge and Search of Supermarket Shoppers,”
Journal of Marketing 54 (July 1990), pp. 42–53. For
a methodological qualification, however, see Hooman
Estalami, Alfred Holden, and Donald R. Lehmann,
“Macro-Economic Determinants of Consumer Price
Knowledge: A Meta-Analysis of Four Decades of
Research,” International Journal of Research in
Marketing 18 (December 2001), pp. 341–55.
14. For a comprehensive review, see Tridib Mazumdar,
S. P. Raj, and Indrajit Sinha, “Reference Price Research:
Review and Propositions,” Journal of Marketing 69
(October 2005), pp. 84–102. For a different point of
view, see Chris Janiszewski and Donald R. Lichtenstein,
“A Range Theory Account of Price Perception,” Journal
of Consumer Research 25 (March 1999), pp. 353–68.
15. For a discussion of how “incidental” prices outside
the category can serve as contextual reference
prices, see Joseph C. Nunes and Peter Boatwright,
“Incidental Prices and Their Effect on Willingness to
Pay,” Journal of Marketing Research 41 (November
2004), pp. 457–66.
16. K. N. Rajendran and Gerard J. Tellis, “Contextual and
Temporal Components of Reference Price,” Journal of
Marketing 58 (January 1994), pp. 22–34; Gurumurthy
Kalyanaram and Russell S. Winer, “Empirical
Generalizations from Reference-Price Research,”
Marketing Science 14 (Summer 1995), pp. G161–69.
See also, Ritesh Saini, Raghunath Singh Rao, and
Ashwani Monga, “Is the Deal Worth My Time? The
Interactive Effect of Relative and Referent Thinking on
Willingness to Seek a Bargain,” Journal of Marketing
74 (January 2010), pp. 34–48.
17. Gurumurthy Kalyanaram and Russell S. Winer,
“Empirical Generalizations from Reference-Price
Research,” Marketing Science 14 (Summer 1995),
pp. 161–69.
18. Glenn E. Mayhew and Russell S. Winer, “An Empirical
Analysis of Internal and External Reference-Price
Effects Using Scanner Data,” Journal of Consumer
Research 19 (June 1992), pp. 62–70.
19. Robert Ziethammer, “Forward-Looking Buying in
Online Auctions,” Journal of Marketing Research 43
(August 2006), pp. 462–76.
20. John T. Gourville, “Pennies-a-Day: The Effect of
Temporal Reframing on Transaction Evaluation,”
Journal of Consumer Research 24 (March 1998),
pp. 395–408.
21. Gary M. Erickson and Johny K. Johansson, “The Role
of Price in Multi-Attribute Product-Evaluations,”
Journal of Consumer Research 12 (September 1985),
pp. 195–99.
22. Wilfred Amaldoss and Sanjay Jain, “Pricing of
Conspicuous Goods: A Competitive Analysis of Social
Effects,” Journal of Marketing Research 42 (February
2005); Angela Chao and Juliet B. Schor, “Empirical
Tests of Status Consumption: Evidence from Women’s
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Endnotes