Journal of Product & Brand Management: Volume 9 Issue 3

Managing quality cues for product‐line pricing

Joseph P. Guiltinan

When firms offer consumers a choice of price‐quality levels – the “good‐better‐best” choice – a challenge for managers is how to set price differentials. This article examines how…

Search at different price levels: the impact of knowledge and search cost

Gerald E. Smith

Studies the impact of search cost and prior knowledge on consumer search at different price points in a market price distribution for telecommunications products. In an experiment…

Deal evaluation and purchase intention: the impact of aspirational and market‐based internal reference prices

Rajiv Vaidyanathan, Praveen Aggarwal, Donald E. Stem, Darrel D. Muehling, U.N. Umesh

While there has been much debate in the reference pricing literature on the most appropriate conceptualization of internal reference price used by consumers in evaluating deals…

Brand evaluations: a comparison of fixed price and discounted price offers

Rajneesh Suri, Rajesh V. Manchanda, Chiranjeev S. Kohli

While fixed price offers are quite common in the marketplace, there is limited empirical evidence that documents the effectiveness of these offers in comparison to price…