AN OBJECTIVE MEASURE OF SEARCH VERSUS EXPERIENCE GOODS

This paper proposes the use of product price as an empirically pliable measure of the expected benefits to consumers of acquiring information about product and vendor performance prior to purchase. As the purchase price of an item increases, so does the cost of making a disappointing purchase and, accordingly, the expected benefit from acquiring prepurchase information, ceteris paribus. A continuous price variable (a proxy for the cost of making a disappointing purchase) generates results similar to those obtained by Nelson [1970; 1974] for search versus experience goods, but can be applied to a broader range of goods and services.     

THE WELFARE COSTS OF RATIONING BY WAITING

With price controls and rationing by waiting, rational consumers increase the quantity bought per purchase. This individually rational response is socially wasteful and the cost of making it is a deadweight loss. This cost plus the value of time spent in queues may exceed the total rent transferred from suppliers to consumers by price controls; i.e., the value of resources spent competing for the rent may exceed the rent itself. This point is illustrated by an empirical application to gasoline price controls. Rent seeking exhausts an estimated 116 percent of the rent transferred.     

Frequency of price increases and perceived inflation. An experimental investigation

The effect of frequency of subjective experience of price increases on perceived inflation, i.e. the subjective experience of general price development, is investigated. The paper presents a two-phased psychological model of perceived inflation: first, information about product price increases is gathered in daily purchase. Second, these are integrated into one perceived inflation judgment. In the integration phase, the complexity of the task should trigger heuristic processing: higher frequency of price increases should enhance their availability and thus perceived inflation. Participants simulated purchases in two scenarios. Frequency of products with increased prices was varied while overall expenditure increases as well as relative price increase of individual products were balanced. Experiment 1 presented a high frequency condition with a majority of increased prices relative to previously learned reference prices and a low frequency condition with a majority of stable prices. Experiment 2 balanced cognitive effort for product price change estimation over conditions by replacing absolutely stable prices with slightly increased prices. As predicted, perceived inflation was higher with high frequencies of increased prices, while price increases of individual products were judged correctly. Experiment 3 ruled out the alternative hypothesis that presentation duration, which in the previous experiments correlated with presentation frequency, might have been the determining factor.     

Shopping without pain: Compulsive buying and the effects of credit card availability in Europe and the Far East

The financial consequences of compulsive buying are obvious given the large amount of debt reported by compulsive buyers in many studies. Credit cards allow consumers to borrow money very easily in order to satisfy their desire to purchase. In two web-based experiments, we found that compulsive shoppers often overspent and were rarely influenced by price. Their overspending was partially mediated by their excessive use of credit cards. Furthermore, compulsive shoppers were less conscious of their budgets, especially when they used credit cards. They also obtained more pleasure from accomplishing a shopping trip and were more distressed by delayed product delivery than normal shoppers. Finally, compulsive shoppers in Taiwan were more compulsive than those in the United Kingdom: they displayed many of the above symptoms of compulsive buying more saliently.     

DISCOUNT PRICING

We investigate the practice of framing a price as a discount from an earlier price, with information such as “was $200, now $100.” We discuss two reasons why a discounted price—rather than a merely low price—can make a consumer more willing to purchase. First, a high initial price can indicate the seller has chosen to supply a high-quality product. Second, when a seller with limited stock runs a clearance sale, later consumers infer that unsold stock has higher expected quality when its initial price was higher. We also suggest a behavioral explanation, which is that consumers with reference-dependence preferences are more likely to buy if they perceive the price as a bargain relative to the earlier price. Discount pricing is therefore an effective marketing technique, and a seller may wish to deceive potential customers by offering a false discount. The welfare effects of regulation to prevent fictitious pricing are subtle, with potential unintended consequences, and depend on whether consumers are sophisticated or naive. (JEL D18, D42, D83, L15, M31)     

PEAK LOAD PRICING IN COMPETITIVE MARKETS

The paper offers an explanation for temporal price dispersion. Temporal price dispersion in the model is due neither to exogenous shifts in demand nor to price discrimination motives as shown in other papers. In this paper the explanation relies on peak-load pricing. In the model presented, consumers decide to purchase a given product in a certain time period according to the satisfaction they derive from the product at that time and to the prices and number of customers they expect at each firm and period. The demand in each period is controlled by sellers through prices. By offering different prices in different periods, sellers motivate consumers to spread themselves across periods in a profitable way. Therefore, the demand and price in each time period is determined endogeneously.     

Issue contention and consumers’ reactions to corporate social responsibility: Challenging the dyadic assumptions

Two experiments (one fictitious on environmental CSR and one real-life on a company’s social advocacy on gun violence) were conducted to examine how issue contention affects consumers’ reactions to corporate social responsibility (CSR). Results of the two experiments suggest that while issue contention does not lower consumers’ agency, it makes consumers less likely to engage the organization based on their values and beliefs (i.e., symbolic avoidance) regardless of the organization’s viewpoints. The results also suggest that this effect does not directly extend to actual purchase intention, which indicates that actual purchase intention is confounded by both symbolic interactions and tangible factors such as price and corporate expertise. Results of the two experiments provide important implications for public relations research, challenging the dyadic assumptions of organization-public interactions and relationships and calling for further attention on inter-publics and inter-organizations dynamics.     

DOES RELATIVE THINKING EXIST IN REAL‐WORLD SITUATIONS? A FIELD EXPERIMENT WITH BAGELS AND CREAM CHEESE

Many experiments show that consumers consider relative price differences even when only absolute price differences are relevant from an economic perspective, a phenomenon that was denoted “relative thinking.” These experiments, however, were conducted using hypothetical questions. To test whether the relative thinking bias also exists in real‐world situations, a field experiment where subjects could purchase either a bagel or a bagel with cream cheese was conducted. The monetary addition for the cream cheese was kept constant ($0.20) in both treatments, but the bagel's price varied ($0.05 in one treatment and $0.30 in the other). Relative thinking then implies that more people should add the cream cheese when the bagel's price is higher, because the relative price increase for the cream cheese is then smaller. However, the results did not document any relative thinking—more people (in percentage of those who purchase) added the cream cheese when the bagel's price was lower (the difference between the treatments, however, was not statistically significant). A replication of the experiment as a hypothetical‐scenario experiment did document relative thinking, suggesting that introduction of financial incentives might alleviate relative thinking. (JEL C93, D01, D10, L00, M31)     

ON FRUITFUL AND FUTILE TESTS OF THE RELATIONSHIP BETWEEN SEARCH AND PRICE DISPERSION

We exploit cross‐sectional and temporal differences in search intensity in order to examine the relationship between search costs and price dispersion using a hand‐collected panel data set from Jerusalem's Shuk Mahane Yehuda outdoor market. We present empirical evidence that price dispersion increases with the cost of search using several different measures of price dispersion; however, our interpretation of this finding is sensitive to the search proxy in question. We also address several acute difficulties facing empiricists seeking to test theoretical price‐dispersion models in which consumers are heterogeneous in their search behavior. (JEL L11, L13)     

The compelling urge to misbehave: Do impulse purchases instigate unethical consumer behavior?

The present research explores the relationship between impulse buying and unethical consumer behavior. This work is based on the surprising results of an unrelated study, during which we observed that participants shopping for impulse products were more likely to cheat to obtain a more expensive product than participants shopping for regular products. Based on these findings and building on previous research on the relationship between impulsiveness and delinquency, three studies were set up to test the impact of impulse buying on different forms of unethical consumer behavior. The results confirmed that consumers making an impulse purchase were more likely to behave unethically than consumers making a regular purchase. These findings illustrate there is a dark side to impulse buying for retailers.     

PRICE LEVEL UNCERTAINTY, SAVING, AND LABOR SUPPLY

This paper derives the implications, for individual saving and labor supply, of increased uncertainty about the future price level. The framework for the analysis is a two-period model in which saving and labor supply are alternative sources of both present disutility and future income. The individual is assumed to make simultaneously his saving and labor supply decisions prior to the resolution of the uncertainty about the future price level. We find that, under theoretically plausible and empirically relevant assumptions about attitudes toward risk, an increase in future price level uncertainty increases individual saving and labor supply. These results imply that, for the economy as a whole, increased uncertainty about the future price level increases output and employment, while decreasing the real rate of interest, the present price level, and economic welfare.     

Goal orientation and variety seeking behavior: The role of decision task

This research conducted two experiments to examine the interaction effect of decision task (sequential choices vs. simultaneous choices) and goal orientation (prevention focus vs. promotion focus) on variety-seeking behavior. In the sequential choices for sequential consumption condition (consumers buy one item at a time for each consumption occasion), promotion-focused consumers tend to select a greater variety of items (a higher extent of variety-seeking) than prevention-focused consumers. In contrast, in the simultaneous choices for sequential consumption condition (consumers buy several items at a time for each following consumption occasion), prevention-focused consumers tend to select a greater variety of items (a higher extent of variety-seeking) than promotion-focused consumers.     

TRACKING CUSTOMER SEARCH TO PRICE DISCRIMINATE

The electronic technologies of the Internet make it possible for sellers to track potential customers and discriminate between the informed and uninformed. In this article, we report an experiment that investigates the market impact of firms tracking customers and offering discriminatory prices based on search history. We find that consumers, on average, face the same prices when sellers have the ability to track customers and price discriminate as when sellers post a single price for all buyers. However, informed buyers receive lower prices when sellers can detect buyer search, whereas uninformed buyers receive lower prices when firms cannot track customers. (JEL D43 , L13 , C92 )     

RATIONING BY SELLER'S PREFERENCE AND PACIAL PRICE DISCRIMINATION

This paper investigates the behavior of a seller who has a preference for a certain group of customers. The seller maintains stable prices over time and supplements price rationing with a nonprice rationing. In this situation the preferred buyers would have priority over nonpreferred buyers in purchasing the commodity, and if the latter purchase the commodity they may be paying higher prices. It is proposed here that the premium paid by the nonpreferred buyers is a necessary bribe to induce the seller to forego his search for the preferred buyers.     

Suppressing Asset Price Inflation: The Confederate Experience, 1861–1865

Confederate asset price stabilization policies appear to have increased the velocity of circulation and counterproductively channeled inflationary pressures into other areas of the economy. Three successive monetary reforms encouraged holders of Treasury notes to exchange these notes for bonds by imposing deadlines on their convertibility. We show that Confederate funding acts aimed at precipitating the conversion of currency into bonds did temporarily suppress currency depreciation. These acts also triggered upsurges in commodity prices, however, because note holders rushed to spend the currency before their exchange rights were reduced.     

INPUT CHOICES UNDER PRICE UNCERTAINTY

Theory shows that, depending on risk preferences and technological parameters, price uncertainty may alter firms' choice of capital intensity. This paper presents an empirical analysis of the effect of price uncertainty on firms' choices of capital and labor stocks. Empirical results from a cross-section of manufacturing industries, as well as within-industries over time, show that greater price uncertainty increases an industry's capital-labor ratio. It appears that risk aversion does not dominate firms' decision making. These empirical findings have implications for the analysis of factor demand and productivity, and capacity utilization rates.     

Dancing in the Dark: Ticketmaster's response to its Bruce Springsteen ticket crisis

Ticketmaster was presented with a crisis on February 2, 2009, when some fans trying to purchase tickets online to Bruce Springsteen concerts were redirected to Ticketmaster-owned secondary ticket distribution website, TicketsNow, and erroneously purchased tickets at a higher price than the original ticket price. The purpose of this research-in-brief is to compare Ticketmaster's response to the theories of crisis management presented in the public relations literature.     

INVESTIGATIONS CONCERNING THE DYNAMICS OF CONSUMER BEHAVIOR IN UNCERTAIN ENVIRONMENTS

This paper reports the results of several experiments investigating dynamic consumer behavior. When consumers know their incomes and prices but are uncertain about their preferences, we find that they typically adopt a two-step approach to locating optimal consumption bundles. Initially, a grid search method is employed; this is followed by a gradient search method. An interesting phenomenon observed in many of our experiments is a tendency to consume a bundle well away from the optimum, immediately after the optimum is located. The effects of income and price changes are also studied.     

中国石油辽宁销售公司成品油合理库存分析

辽宁地区成品油市场保持合理库存,就是要避免出现脱销断档现象,避免库存积压,有效利用价格变动增加库存潜盈降低库存潜亏。不同区域应该保持不同的合理库存量,不同季节库存的合理值也会发生变化,不同品种在不同季节应该保持不同的合理库存量。进货的不确定性导致了合理库存在时间和量上很难把握,建议上级公司更多地赋予地区公司对计划控制的主动权。     

It’s about the process,not the result: An fMRI approach to explore the encoding of explicit and implicit price information

This research examines the neurophysiological correlates of consumers’ price memory processes. We focus on the explicit and implicit dimensions of consumers’ price knowledge and use an experimental functional Magnetic Resonance Imaging (fMRI) study to assess how the encoding of task-dependent price memory affects the choice process and neural activation. The findings of our study add to the field of consumer neuroscience by demonstrating how neural correlates of explicit and implicit task-dependent price memory can shed light on processes that guide consumer decision-making. Over the course of our experiment we found that consumers did not always make consistent decisions, but that their decisions were influenced by explicit components of price memory. Implicit price memory components seem to have a more supportive role in the decision-making process. In summary, we found that price memory is a dynamic construct that is influenced by unconscious and neurophysiological processes, and we conclude that a neurophysiological perspective can add value for consumer and marketing research.