Prix ? terminaison "9" et influence du comportement d'achat: Une ?valuation lors d'une vente en porte-?-porte

Renzo Ardiccioni and Nicolas Gu?guen

MERCATI & COMPETITIVIT?, 2010, vol. 2010/2, issue 2, 129-141

Abstract: Nine-ending price and consumer behavior: An evaluation in a door-to-door buying context - The effect of nine-ending prices on consumer?s behavior was little studied whereas its practice is largely used. Only one experimental research showed that it did not contribute to increase the number of purchasers but leads to increase the average basket of the purchaser. After presented a review of research on this topic and its theoretical state, we proposed a new experiment were salesmen, in a door-to-door context, sold pastry makings for the profit of a human organisation. The prices, given verbally, were either with a 9-ending termination (1.99 ? an half-dozen of crepes) or with a "full" termination (2.00 ? the crepe half-dozen). The results show a positive effect of the "9-ending" prices on the rate of purchasers but not on the average basket. These contradictions are discussed according to a contextual approach.

Date: 2010
References: Add references at CitEc
Citations:

Downloads: (external link)
http://www.francoangeli.it/riviste/Scheda_Rivista. ... 420&Tipo=ArticoloPDF (text/html)
Single articles can be downloaded buying download credits, for info: https://www.francoangeli.it/DownloadCredit

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:fan:mcmcmc:v:html10.3280/mc2010-002007

Ordering information: This journal article can be ordered from
http://www.francoang ... o.aspx?IDRivista=210

Access Statistics for this article

MERCATI & COMPETITIVIT? is currently edited by FrancoAngeli

More articles in MERCATI & COMPETITIVIT? from FrancoAngeli Editore
Bibliographic data for series maintained by Stefania Rosato ().