Döğerlioğlu Demir, Kıvılcım and Koçaş, Cenk (2015) Seemingly incidental anchoring: the effect of incidental environmental anchors on consumers' willingness to pay. Marketing Letters, 26 (4). pp. 607-618. ISSN 0923-0645 (Print) 1573-059X (Online)
This is the latest version of this item.
![[thumbnail of IEA..pdf]](https://research.sabanciuniv.edu/style/images/fileicons/application_pdf.png)
PDF
IEA..pdf
Restricted to Repository staff only
Download (187kB) | Request a copy
Official URL: http://dx.doi.org/10.1007/s11002-014-9295-0
Abstract
This article explores the influence of seemingly incidental numbers on willingness to pay as a function of internal reference price strength. Four experiments suggest that anchoring effects occur only when consumers hold weak internal reference prices for the target product. For products with strong internal reference prices, anchoring occurs if the numerical value is part
of the product identity and resembles a price.
| Item Type: | Article |
|---|---|
| Uncontrolled Keywords: | Anchoring; Willingness to pay; Internal reference price; Incidental environmental anchoring; Priming |
| Divisions: | Sabancı Business School Sabancı Business School > Marketing |
| Depositing User: | Kıvılcım Döğerlioğlu Demir |
| Date Deposited: | 25 Oct 2016 15:14 |
| Last Modified: | 26 Apr 2022 09:37 |
| URI: | https://research.sabanciuniv.edu/id/eprint/30152 |
Available Versions of this Item
-
Seemingly incidental anchoring: the effect of incidental environmental anchors on consumers' willingness to pay. (deposited 01 Apr 2014 10:11)
- Seemingly incidental anchoring: the effect of incidental environmental anchors on consumers' willingness to pay. (deposited 25 Oct 2016 15:14) [Currently Displayed]
Actions (login required)
- View Item