In-Store Experimental Approach to Pricing and Consumer Behavior

REFERENCES

• Bennet , S. and Wilkinson , J. B. 1974 . Price-quantity relationships and price elasticity under in-store experimentation . Journal of Business Research , 2 : 27 – 38 .
   Web of Science ®Google Scholar
• Carter , N. and Holmberg , B. 1992 . Theft reduction in a grocery store through product identification . Journal of Organizational Behavior Management , 13 : 129 – 135 .
   Google Scholar
• Carter , N. , Holmström , A. , Simpanen , M. and Melin , L. 1988 . Theft reduction in a grocery store through product identification and graphing of losses for employees . Journal of Applied Behavior Analysis , 21 : 385 – 389 .
   PubMed Web of Science ®Google Scholar
• Carter , N. , Kindstedt , A. and Melin , L. 1995 . Increased sales and thefts of candy as a function of sales promotion activities: Preliminary findings . Journal of Applied Behavior Analysis , 28 : 81 – 82 .
   PubMed Web of Science ®Google Scholar
• Curry , B. , Foxall , G. and Sigurdsson , V. 2010 . On the tautology of the matching law in consumer behavior analysis . Behavioural Processes , 84 : 390 – 399 .
   PubMed Web of Science ®Google Scholar
• DiFonzo , N. , Hantula , D. A. and Bordia , P. 1998 . Microworlds for experimental research: Having your (control and collection) cake, and realism too . Behavior Research, Methods, Instruments, & Computers , 30 : 278 – 286 .
   Google Scholar
• Dodds , W. B. , Monroe , K. B. and Grewal , D. 1991 . Effects of price, brand, and store information on buyers' product evaluations . Journal of Marketing Research , 28 : 307 – 319 .
   Web of Science ®Google Scholar
• Fagerstrøm , A. 2010 . The motivating effect of antecedent stimuli on the web shop: A conjoint analysis of the impact of antecedent stimuli at the point of online purchase . Journal of Organizational Behavior Management , 30 : 199 – 220 .
   Web of Science ®Google Scholar
• Fagerstrøm , A. , Arntzen , E. and Foxall , G. R. 2009 . Use of MediaLab in experimental behavioral research: The case of consumer decision making . European Journal of Behavior Analysis , 10 : 203 – 214 .
   Google Scholar
• Fagerstrøm , A. , Foxall , G. R. and Arntzen , E. 2010 . Implications of motivating operations for the functional analysis of consumer behavior . Journal of Organizational Behavior Management , 30 : 110 – 126 .
   Web of Science ®Google Scholar
• Foxall , G. R. 2003 . Context and cognition: Interpreting complex behavior , Reno, NV : Context Press .
   Google Scholar
• Foxall , G. R. and James , V. K. 2001 . The behavioral basis of consumer choice: A preliminary Analysis . European Journal of Behavior Analysis , 2 : 209 – 220 .
   Google Scholar
• Foxall , G. R. , Oliveira-Castro , J. M. and Schrezenmaier , T. C. 2004 . The behavioral economics of consumer brand choice: Patterns of reinforcement and utility maximization . Behavioural Processes , 66 : 235 – 260 .
   PubMed Web of Science ®Google Scholar
• Foxall , G.R. and Schrezenmaier , T. C. 2003 . The behavioral economics of consumer brand choice: Establishing a methodology . Journal of Economic Psychology , 24 : 675 – 695 .
   Web of Science ®Google Scholar
• Gaur , V. and Fisher , M. L. 2005 . In-store experiments to determine the impact of price on sales . Production and Operations Management , 14 : 377 – 387 .
   Web of Science ®Google Scholar
• Gijsbrechts , E. 1993 . Prices and pricing research in consumer marketing: Some recent developments . International Journal of Research in Marketing , 2 : 115 – 153 .
   Google Scholar
• Lea , S. E. G. 1978 . The psychology and economics of demand . Psychological Bulletin , 85 : 441 – 466 .
   Web of Science ®Google Scholar
• Markaðsgreining IMG/AC Nielsen . 2006 . AC Nielsen: Sales numbers from the cash registers of Iceland's largest grocery stores , Reykjavik, , Iceland : Author .
   Google Scholar
• McConville , M. L. , Hantula , D. A. and Axelrod , S. 1998 . Matching training procedures to outcomes: A behavioral and quantitative analysis . Behavior Modification , 22 : 391 – 414 .
   PubMed Web of Science ®Google Scholar
• Milligan , J. and Hantula , D. 2005 . A prompting procedure for increasing sales in a small pet store . Journal of Organizational Behavior Management , 25 : 37 – 44 .
   Web of Science ®Google Scholar
• Perloff , J. M. 2001 . Microeconomics , 2nd , Boston : Addison Wesley .
   Google Scholar
• Poling , A. , Methot , L. L. and LeSage , M. G. 1995 . Fundamentals of behavior analytic research , New York : Plenum .
   Google Scholar
• Rao , A. R. 2005 . The quality of price as a quality cue . Journal of Marketing Research , 42 : 401 – 405 .
   Web of Science ®Google Scholar
• Rao , A. R. and Monroe , K. B. 1988 . The moderating effect of prior knowledge on cue utilization in product evaluations . Journal of Consumer Research , 15 : 253 – 264 .
   Web of Science ®Google Scholar
• Rao , V. R. 1984 . Pricing research in marketing: The State of the Art . Journal of Business , 57 : S39 – S60 .
   Web of Science ®Google Scholar
• Shiv , B. , Carmon , Z. and Ariely , D. 2005 . Placebo effects of marketing actions: Consumers may get what they pay for . Journal of Marketing Research , 42 : 383 – 393 .
   Web of Science ®Google Scholar
• Sigurdsson , V. , Engilbertsson , H. and Foxall , G. 2010 . The effects of a point-of-purchase display on relative sales: An in-store experimental evaluation . Journal of Organizational Behavior Management , 30 : 222 – 233 .
   Web of Science ®Google Scholar
• Sigurdsson , V. , Larsen , N. M. and Gunnarsson , D. 2010a . Consumer primrose path in the selection of fruit and vegetables: An in-store experimental analysis , Manuscript submitted for publication .
   Google Scholar
• Sigurdsson , V. , Larsen , N. M. and Gunnarsson , D. 2010b . The behavioral economics of neutral and upward sloping demand curves in retailing , Manuscript submitted for publication .
   Google Scholar
• Sigurdsson , V. , Saevarsson , H. and Foxall , G. 2009 . Brand-placement and consumer choice: An in-store experiment . Journal of Applied Behavior Analysis , 42 : 741 – 744 .
   PubMed Web of Science ®Google Scholar
• Smith , C. and Hantula , D. A. 2003 . Price discounting in online shopping: An extension of the foraging model . Journal of Economic Psychology , 24 : 653 – 674 .
   Web of Science ®Google Scholar
• Tellis , G. J. 1988 . Price elasticity of selective demand: A meta-analysis of econometric models of sales . Journal of Marketing Research , 25 : 331 – 341 .
   Web of Science ®Google Scholar
• Winett , R. , Moore , J. , Wagner , J. and Hite , L. 1991 . Altering shoppers' supermarket purchases to fit nutritional guidelines: An interactive information system . Journal of Applied Behavior Analysis , 24 : 95 – 105 .
   PubMed Web of Science ®Google Scholar
• Zeithaml , V. 1988 . Consumer perceptions of price, quality and value: A means-end model and synthesis of evidence . Journal of Marketing , 52 : 2 – 22 .
   Web of Science ®Google Scholar