Skip to main content
Search

Search

Quick Search in Journals
Quick Search anywhere
Advanced Search
Log In | Register
Skip main navigation
menuDrawerCloseTextmenuDrawerOpenText
No AccessConsumer Emotions in the Marketplace

Small Probabilistic Discounts Stimulate Spending: Pain of Paying in Price Promotions

Chang-Yuan Lee ([email protected]) is a doctoral student in the Department of Marketing at the Questrom School of Business, Boston University, 595 Commonwealth Ave., Boston, MA 02215. Carey K. Morewedge ([email protected]) is a professor of marketing and Everett W. Lord Distinguished Faculty Scholar in the Department of Marketing, Questrom School of Business, Boston University, Rafik B. Hariri Building, 595 Commonwealth Ave., Boston, MA 02215. Guy Hochman ([email protected]) is a senior lecturer in the Baruch Ivcher School of Psychology and Arlson School of Business at the Interdisciplinary Center (IDC) Herzliya, 4610101, Israel. Dan Ariely ([email protected]) is the James B. Duke Professor of Psychology and Behavioral Economics at Duke University, and a founding member of the Center for Advanced Hindsight, 334 Blackwell Street, no. 320, Durham, NC 27701. Please address correspondence concerning this article to Chang-Yuan Lee ([email protected]).

Crossref reports the following articles citing this article:

Anna Tari, Remi Trudel Affording Disposal Control: The Effect of Circular Take-Back Programs on Psychological Ownership and Valuation, Journal of Marketing 87 (Nov 2023).
Florian Skwara Effects of mental accounting on purchase decision processes: A systematic review and research agenda, Journal of Consumer Behaviour 22, no.55 (Jun 2023): 1265–1281.
Farnoush Reshadi, M. Paula Fitzgerald The pain of payment: A review and research agenda, Psychology & Marketing 40, no.88 (May 2023): 1672–1688.
Adrian R. Camilleri, Katarina Dankova, Jose M. Ortiz, Ananta Neelim Increasing worker motivation using a reward scheme with probabilistic elements, Organizational Behavior and Human Decision Processes 177 (Jul 2023): 104256.
Yu Gu, Rong Chen Effects of payment notifications on consumer purchase decisions: The role of pain of payment, Journal of Consumer Behaviour 22, no.44 (Apr 2023): 818–832.
Chang‐Yuan Lee, Carey K. Morewedge Mental accounting of product returns, Journal of Consumer Psychology 33, no.33 (Apr 2023): 583–590.
Aleksandra Kovacheva, Hristina Nikolova Uncertainty marketing tactics: An overview and a unifying framework, Journal of the Academy of Marketing Science 31 (May 2023).
Wee Kheng Tan When do price discounts become attractive? A study comparing discount strategies on consumer perceptions, Asia Pacific Journal of Marketing and Logistics 35, no.66 (Aug 2022): 1404–1424.
Simbarashe Pasirayi, Patrick B. Fennell The Effect of Mobile Payments on Retailer Firm Value: The Moderating Role of Promotions, Customer Segment, and Rollout Strategy, Journal of Interactive Marketing 58, no.11 (Nov 2022): 90–107.
Achint Nigam, Prem Dewani, Abhishek Behl, Vijay Pereira Consumer’s response to conditional promotions in retailing: An empirical inquiry, Journal of Business Research 144 (May 2022): 751–763.
Amin Attari, Promothesh Chatterjee, Surendra N. Singh Taking a chance for a discount: An investigation into consumers’ choice of probabilistic vs. sure price promotions, Journal of Business Research 143 (Apr 2022): 366–374.
Minas N. Kastanakis, Solon Magrizos, Katerina Kampouri Pain (and pleasure) in marketing and consumption: An integrative literature review and directions for future research, Journal of Business Research 140 (Feb 2022): 189–201.
Maria Lagomarsino, Linda Lemarié Should companies hope instead? The role of verbal cues in consumers' evaluation of cause‐related marketing (CRM), Psychology & Marketing 37 (Sep 2021).
Karl Akbari, Udo Wagner Playing When Paying and What Happens Next: Customer Satisfaction and Word-of-Mouth Intention in Gambled Price Promotions, Schmalenbach Journal of Business Research 73, no.22 (Apr 2021): 243–271.
Eugene Y. Chan The Consumer in Physical Pain: Implications for the Pain-of-Paying and Pricing, Journal of the Association for Consumer Research 6, no.11 (Jan 2021): 10–20.
Dirk Totzek, Gabriel Jurgensen Many a little makes a mickle: Why do consumers negatively react to sequential price disclosure?, Psychology & Marketing 38, no.11 (Oct 2020): 113–128.
Dan R Schley, Bart de Langhe, Andrew R Long, Vicki G Morwitz, Amna Kirmani, Chris Janiszewski System 1 Is Not Scope Insensitive: A New, Dual-Process Account of Subjective Value, Journal of Consumer Research 47, no.44 (Apr 2020): 566–587.
Faith Shin, Dov Cohen, Robert M. Lawless, Jesse L. Preston The Hedonics of Debt, Frontiers in Psychology 11 (Nov 2020).
Julian Givi and Christopher Y. Olivola How Do I Like My Chances (to Unfold)? Why Perceived Scarcity and Anticipated Hope Lead Consumers to Prefer Increasing Probabilities of Obtaining a Resource, Journal of the Association for Consumer Research 5, no.44 (Sep 2020): 470–484.
Adrian Camilleri, Katarína Danková, Jose Maria Ortiz Gomez, Ananta Neelim Lottery-based Reward Schemes Improve Worker Motivation and Productivity, SSRN Electronic Journal 12 (Jan 2020).
Michel Tuan Pham and Leonard Lee Introduction to Special Issue: Consumer Emotions in the Marketplace, Journal of the Association for Consumer Research 4, no.22 (Mar 2019): 98–101.