Communicating Price Changes and Price Differences

Kent B. Monroe

Chapter 4 in New Directions in Behavioral Pricing, 2024, pp 79-115 from World Scientific Publishing Co. Pte. Ltd.

Abstract: Price change messages are an important aspect of marketing, whether announcing a price increase or communicating a price discount. Major forms of price promotions include money-off or percentage-off deals, buy X and receive Y free or at a reduced price (i.e., buy one, get one free (BOGO)), bonus packs, free samples, coupons, refunds, and rebates. Price promotions are an important marketing tactic because they are an acceptable method of reducing prices. Price promotions are designed to achieve specific objectives in a limited period of time in a target market directed at customers, consumers, or the trade…

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
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