New Directions in Behavioral Pricing

Edited by Chezy Ofir

in World Scientific Books from World Scientific Publishing Co. Pte. Ltd.

Abstract: Behavioral pricing research is viewed as central to academic marketing research as well as strategic pricing. The objective of this book is to introduce new research directions in Behavioral Pricing. It investigates how consumers perceive, evaluate, and integrate prices with other factors to make value, fairness judgments and product and brand choices. Encompassing customer price-related attitudes, knowledge, cognitive processes, and behaviors, the book seeks to predict and explain customers' reactions to price strategies and associated psychological, physiological, and emotional processes.

Keywords: New Currencies; Loyalty Program Miles as a Virtual Currency; Uncertainty in Value; Choice of Payment Mode; Loyalty Program Management; Affective Price Evaluations; Pain of Paying; Metacognitive Experience In Price Evaluation; The Ease-of-Recall Pricing Effect; The Ease-of-Computation Effect; Hedonic Price Evaluations; Price Fairness; Dual Entitlement; Communicating Price Changes; Communicating Price Differences; Internal Reference Price; Gain–Loss Asymmetry; Price Thresholds; Processing Price Information; Framing Price Changes; Framing Price Differences; Buyers' Purchase Goals; Round Versus Sharp (Odd) Prices; Price Promotion Information Processing; Ease of Computing Price Differences; Size of Right Digit Endings; Absolute Versus Relative Price Differences; Communicating Price Differences; Effects on Quality Inferences And Internal Reference Prices; Post-Promotion Price Expectations; Perceived Fairness of Price Promotions; Pay-What-You-Want (PWYW); Social Preferences; Models of Finitely Repeated Games with Incomplete Information; Signaling; Self-Signaling; Social Signaling; Social Preferences; Partitioned Pricing; Bargains; Efficiency Frontier (search for similar items in EconPapers)
JEL-codes: D4 L11 M31 (search for similar items in EconPapers)
Date: 2024
ISBN: 9789811292224
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Chapters in this book:

Ch 1 Valuing New Currencies: A Framework for Future Research , pp 1-28

Priya Raghubir

Ch 2 Affective Price Evaluations: How Pain, Pleasure, and Metacognitive Feeling Influence Price Evaluations , pp 29-50

Manoj Thomas and Arnaud Monnier

Ch 3 Behavioral Pricing and Price Fairness , pp 51-78

Lisa E. Bolton and Haipeng (Allan) Chen

Ch 4 Communicating Price Changes and Price Differences , pp 79-115

Kent B. Monroe

Ch 5 Buyer Behavior in Pay-What-You-Want Pricing , pp 117-141

Lucas Stich and Martin Spann

Ch 6 How Does Partitioning Prices Influence Consumer Responses? , pp 143-166

Ajay T. Abraham and Rebecca W. Hamilton

Ch 7 Crossing the Efficiency Frontier: A Framework for Understanding Consumers’ Responses to Bargains , pp 167-181

Aner Sela

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Persistent link: https://EconPapers.repec.org/RePEc:wsi:wsbook:13814

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