Price-related consumer discussions in China and the United States: a cross-cultural study investigating price perceptions and word-of-mouth transmission

Sebastian Schneider ()
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Sebastian Schneider: Johannes Gutenberg University

Journal of Revenue and Pricing Management, 2022, vol. 21, issue 3, No 4, 274-290

Abstract: Abstract Prices are among the most frequently discussed topics in consumer research. Although word-of-mouth is known to be highly influential and it is considered to be of growing importance, previous research has largely neglected price-related word-of-mouth, especially in a cross-cultural context. The present study fills this research gap by analyzing the effects of price-related word-of-mouth valence, price changes communicated by word-of-mouth, market mavenism and national culture on price fairness and expensiveness perceptions, as well as on subsequent word-of-mouth intentions. Two studies employing Hofstede’s national culture dimensions reveal considerable differences between the cultures of the United States and China.

Keywords: Pricing; Word-of-mouth; Price perception; Transmission; Cross-cultural comparison (search for similar items in EconPapers)
Date: 2022
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DOI: 10.1057/s41272-021-00337-8

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