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Consumer Evaluation of Low Price Guarantees: The Moderating Role of Reference Price and Store Image

Abhijit Biswas, Chris Pullig, Mehmet I. Yagci and Dwane H. Dean
Journal of Consumer Psychology
Vol. 12, No. 2 (2002), pp. 107-118
Stable URL: http://www.jstor.org/stable/1480257
Page Count: 12
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Consumer Evaluation of Low Price Guarantees: The Moderating Role of Reference Price and Store Image
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Abstract

This article reports the findings of 2 studies that examined the effects of low price guarantees (LPG) in retail advertisements within the framework of signaling theory. Overall, an LPG in an ad resulted in higher value perceptions and shopping intentions. Findings also suggest that the effect of an LPG is likely to be moderated by other price cues such as reference prices and by the price image of the store. An LPG resulted in higher value perception and shopping intention when reference prices were low or absent, but lowered search intention in the presence of a high reference price. Additional findings suggest that intention to search for a better price was lower, particularly when an LPG was offered by a low price image store. For high price image stores, an LPG increased value perceptions and shopping intentions, while also increasing search intentions, indicating the possibility that LPGs can act as a double-edged sword in certain instances. Managerial and public policy implications are also noted.

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