A cross-category investigation into the effects of nine-ending pricing on brand choice

Paul-Valentin Ngobo, Legohérel, Patrick and Guéguen, Nicolas

Journal of Retailing and Consumer Services, 2010, vol. 17, issue 5, 374-385

Abstract: Retailers largely adopt nine-ending prices and these prices have attracted greater attention from researchers in marketing. Despite this increased interest, very few empirical studies have tried to quantify the effects of nine-ending prices on consumer actual behaviors. Those who have studied the behavioral effects of nine-ending prices have produced mixed findings. In this article, we investigated the cross-category effects of nine-ending pricing on consumer brand choice at the SKU level. We distinguished between different types of nine-ending while controlling for the rounded prices and other marketing-mix variables. We conducted our analysis on over 11,000 SKUs in 102 product categories of two (2) grocery retailers. We find that the effects of 99 ending prices on the SKU's category choice are larger in concentrated and promotional categories but smaller in expensive categories. However, their influence on purchase quantity is larger in expensive categories but smaller in concentrated categories.

Keywords: Nine-ending prices; Brand choice; Category structure (search for similar items in EconPapers)
Date: 2010
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Citations: View citations in EconPapers (13)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:joreco:v:17:y:2010:i:5:p:374-385

DOI: 10.1016/j.jretconser.2010.03.018

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