Access

You are not currently logged in.

Access your personal account or get JSTOR access through your library or other institution:

login

Log in to your personal account or through your institution.

If you need an accessible version of this item please contact JSTOR User Support

Strengthening the Influence of Advertised Reference Prices through Information Priming

Christina Kan, Donald R. Lichtenstein, Susan Jung Grant and Chris Janiszewski
Journal of Consumer Research
Vol. 40, No. 6 (April 2014), pp. 1078-1096
Published by: Oxford University Press
DOI: 10.1086/674059
Stable URL: http://www.jstor.org/stable/10.1086/674059
Page Count: 19
  • Download ($14.00)
  • Cite this Item
Item Type
Article
References
If you need an accessible version of this item please contact JSTOR User Support
Strengthening the Influence of Advertised Reference Prices through Information Priming
Preview not available

Abstract

The use of advertised reference price promotions, such as “regularly $119.99, sale price $39.99,” is ubiquitous in the marketplace. Thirty years of research supports the conclusion that advertised reference prices (e.g., $119.99) exert an influence on consumers’ responses to offer prices (e.g., $39.99) via their assimilative influence on consumers’ internal reference prices. The present research provides an enriched account of this assimilation process. Specifically, three studies show that increasing the overlap in information made accessible by the advertised reference price and information made accessible by the offer price increases the influence of the information primed by the advertised reference price on the construction of the internal reference price. Consequently, the offer price is considered more attractive. The identification of this process provides insight into additional variables that moderate the influence of advertised reference prices on downstream deal evaluations. Implications for theory, practice, and public policy are discussed.

Page Thumbnails