Partitioned pricing: characteristics, customer perceptions, and consequences:
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| Main Author: | |
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| Format: | Thesis Book |
| Language: | English German |
| Published: |
Bamberg
2016
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| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | 182 Seiten Diagramme |
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Record in the Search Index
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1
Table of Contents
List of Figures.^
List of Tables.^
List of Abbreviations.^
1. Introduction.'
1.1 Practical Relevance of .7
1.2 Scientific Relevance of .
1.3 Research Objectives and Research Questions.15
1.4 Structure of Thesis.19
1.5 Overview of Empirical Studies of Thesis.22
2. Study 1: Psychological Effects that Influence How Customers Perceive and Evaluate Prices
and Offerings.24
2.1 Introduction.24
2.2 Main Psychological Effects and Their Implications for Managerial Practice.26
2.2.1 The PP Effect - Why 3+1 Isn’t Always 4.26
2.2.2 The Deal Effect - Why $5 Aren’t Always the Same.28
2.2.3 The Decoy Effect - Why Irrelevant Alternatives Influence Decisions.30
2.2.4 The Endowment Effect — Why Customers Overvalue What They Own.31
2.2.5 The Compromise Effect - Why Customers Avoid Extreme Decisions.32
2.2.6 The Paradox of Choice Effect - Why Less Choice is (Often) More.33
2.2.7 The IKEA Effect - Why Customers Overvalue What They Made Themselves.34
2.3 Discussion.35
3. Study 2: The Concept of PP, a Review of the Literature, and Directions for Further
Research.36
3.1 Introduction.36
3.2 The Concept of PP.38
3.2.1 Definition and Key Characteristics of PP.38
3.2.2 Theoretical Foundations of PP.43
3.3. Review of the Literature on PP.48
3.3.1 Method. 43
3.3.2 State-of-the-art on PP Research.50
3.4. Directions for Further Research on PP. 79
3.4.1 Interaction vs. Main Effects. 30
3.4.2 Nonlinear vs. Linear Effects. g2
3.4.3 Delayed vs. Immediate Effects. 33
2
3.4.4 Effects of PP on Competitors.84
4. Study 3: Why Should I Pay This Surcharge? An Attribution Theoretical Perspective on PP
86
4.1 Introduction.86
4.2 Theoretical Background.89
4.3 Study 1: PP and Locus of Causality.91
4.3.1 Hypotheses.91
4.3.2 Method.92
4.3.3 Results.95
4.3.4 Discussion of Study 1.96
4.4 Study 2: PP, Locus of Causality, and Controllability.97
4.4.1 Hypotheses.97
4.4.2 Method.100
4.4.3 Results.102
4.4.4 Discussion of Study 2.108
4.5 Discussion.109
4.5.1 Theoretical Contributions.109
4.5.2 Managerial and Public Policy Implications.Ill
4.5.3 Limitations and Avenues for Puture Research.113
5. Study 4: PP and Sellers’ Responsibility for Surcharges: The Moderating Roles of Surcharge
Size and Perceived Motive.116
5.1 Introduction.116
5.2 Conceptual Background and Hypotheses.118
5.2.1 Main Effects.118
5.2.2 Moderation Effects.121
5.3 Study 1: PP, Responsibility, and Surcharge Size.124
5.3.1 Method.124
5.3.2 Results.127
5.3.3 Discussion of Study 1.129
5.4 Study 2: PP, Responsibility, Surcharge Size, and Motive Fairness.130
5.4.1 Method.130
5.4.2 Results.133
5.4.3 Discussion of Study 2.135
5.5 Discussion.137
5.5.1 Theoretical Contributions.137
5.5.2 Managerial Implications.138
3
5.5.3 Limitations and Avenues for Future Research.140
6. General Discussion.142
6.1 Synthesis of Results.142
6.2 Overarching Theoretical and Managerial Implications.151
6.3 Limitations and Avenues for Further Research.155
Appendix.159
Al: Empirical Findings on Performance-Implications ofPP vs. Combined Pricing.159
A2: Measurement Scales Used in Study 3 (Chapter 4).165
References.167 |
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| spelling | Vöster, Johannes Verfasser (DE-588)1102175145 aut Partitioned pricing: characteristics, customer perceptions, and consequences vorgelegt von: Dipl.-Kfm. Johannes Vöster Bamberg 2016 182 Seiten Diagramme txt rdacontent n rdamedia nc rdacarrier Dissertation Otto-Friedrich-Universität Bamberg 2016 Text englisch, teilweise deutsch Preispolitik (DE-588)4047118-4 gnd rswk-swf Unternehmen (DE-588)4061963-1 gnd rswk-swf Preisdifferenzierung (DE-588)4208940-2 gnd rswk-swf (DE-588)4113937-9 Hochschulschrift gnd-content Unternehmen (DE-588)4061963-1 s Preispolitik (DE-588)4047118-4 s Preisdifferenzierung (DE-588)4208940-2 s DE-604 Digitalisierung UB Bamberg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=028988918&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Vöster, Johannes Partitioned pricing: characteristics, customer perceptions, and consequences Preispolitik (DE-588)4047118-4 gnd Unternehmen (DE-588)4061963-1 gnd Preisdifferenzierung (DE-588)4208940-2 gnd |
| subject_GND | (DE-588)4047118-4 (DE-588)4061963-1 (DE-588)4208940-2 (DE-588)4113937-9 |
| title | Partitioned pricing: characteristics, customer perceptions, and consequences |
| title_auth | Partitioned pricing: characteristics, customer perceptions, and consequences |
| title_exact_search | Partitioned pricing: characteristics, customer perceptions, and consequences |
| title_full | Partitioned pricing: characteristics, customer perceptions, and consequences vorgelegt von: Dipl.-Kfm. Johannes Vöster |
| title_fullStr | Partitioned pricing: characteristics, customer perceptions, and consequences vorgelegt von: Dipl.-Kfm. Johannes Vöster |
| title_full_unstemmed | Partitioned pricing: characteristics, customer perceptions, and consequences vorgelegt von: Dipl.-Kfm. Johannes Vöster |
| title_short | Partitioned pricing: characteristics, customer perceptions, and consequences |
| title_sort | partitioned pricing characteristics customer perceptions and consequences |
| topic | Preispolitik (DE-588)4047118-4 gnd Unternehmen (DE-588)4061963-1 gnd Preisdifferenzierung (DE-588)4208940-2 gnd |
| topic_facet | Preispolitik Unternehmen Preisdifferenzierung Hochschulschrift |
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