249
Views
12
CrossRef citations to date
0
Altmetric
Papers

The effect of context and the level of decision maker training on the perception of a property's probable sale price

&
Pages 247-267 | Received 19 Jan 2010, Accepted 27 Jul 2010, Published online: 10 Nov 2010

References

  • Aaker , D.A. , Kumar , V. , Day , G.S. and Lawley , M. 2005 . Marketing research: The Pacific Rim edition , Milton, , Australia : John Wiley & Sons Australia .
  • Baron , R.M. and Kenny , D.A. 1986 . The moderator–mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations . Journal of Personality and Social Psychology , 51 (6) : 1173 – 1182 .
  • Bettman , J.R. and Sujan , M. 1987 . Effects of framing on evaluation of comparable and noncomparable alternatives by expert and novice consumers . Journal of Consumer Research , 14 (2) : 141 – 154 .
  • Brown , G.R. 1992 . Valuation accuracy: Developing the economic issues . Journal of Property Research , 9 (3) : 199 – 207 .
  • Calder , B.J. , Phillips , L.W. and Tybout , A.M. 1981 . Designing research for application . Journal of Consumer Research , 8 (2) : 197 – 207 .
  • Calder , B.J. , Phillips , L.W. and Tybout , A.M. 1982 . The concept of external validity . Journal of Consumer Research , 9 (3) : 240 – 244 .
  • Chandrashekaran , R. and Grewal , D. 2003 . Assimilation of advertised reference prices: The moderating role of involvement . Journal of Retailing , 79 (1) : 53 – 62 .
  • Cypher , M. and Hansz , J. 2003 . Does assessed value influence market value judgement? . Journal of Property Research , 20 (4) : 305 – 318 .
  • Diaz , J. 1997 . An investigation into the impact of previous expert value estimates on appraisal judgement . Journal of Real Estate Research , 13 (1) : 57 – 66 .
  • Diaz , J. and Hansz , J. 1997 . How valuers use the value opinions of others . Journal of Property Valuation and Investment , 15 (3) : 256 – 260 .
  • Diaz , J. and Hansz , J. 2001 . The use of reference points in valuation judgement . Journal of Property Research , 18 (2) : 141 – 148 .
  • Diaz , J. and Hansz , J. 2007 . Understanding the behavioural paradigm in property research . Pacific Rim Property Research Journal , 13 (1) : 16 – 32 .
  • Diaz , J. and Wolverton , M.L. 1998 . A longitudinal examination of the appraisal smoothing hypothesis . Real Estate Economics , 26 (2) : 141 – 148 .
  • Feldman , J.M. and Lynch , J.G. Jr. 1988 . Self‐generated validity and other effects of measurement on belief, attitudes, intention and behaviour . Journal of Applied Psychology , 73 (3) : 421 – 435 .
  • Gallimore , P. 1994 . Aspects of information processing in valuation judgement and choice . Journal of Property Research , 11 (2) : 97 – 110 .
  • Gallimore , P. 1996 . Confirmation bias in the valuation process: A test for corroborating evidence . Journal of Property Research , 13 (4) : 261 – 273 .
  • Hansz , J. 2004 . Prior transaction price induced smoothing: Testing and calibrating the Quan–Quigley model as the disaggregate level . Journal of Property Research , 21 (4) : 321 – 336 .
  • Havard , T.M. 1999 . Do valuers have a greater tendency to adjust a previous valuation upwards or downwards? . Journal of Property Investment and Finance , 17 (4) : 365 – 373 .
  • Havard , T.M. 2001 . An experimental evaluation of the effect of data presentation on heuristic bias in commercial valuation . Journal of Property Research , 11 (1) : 3 – 23 .
  • Herr , P.M. 1986 . Consequences of priming: Judgment and behaviour . Journal of Personality and Social Psychology , 51 (6) : 1106 – 1115 .
  • Herr , P.M. 1989 . Priming price: Prior knowledge and context effects . Journal of Consumer Research , 16 (1) : 67 – 75 .
  • Herr , P.M. , Sherman , S.J. and Fazio , R.H. 1983 . On the consequences of priming: Assimilation and contrast effects . Journal of Experimental Social Psychology , 19 (4) : 323 – 340 .
  • Higgins , E.T. 1989 . “ Knowledge accessibility and activation: Subjectivity and suffering from unconscious sources ” . In Unintended thought , Edited by: Uleman , J.S. and Bargh , J.A. New York : The Guilford Press .
  • Higgins , E.T. , Rholes , W.S. and Jones , C.R. 1977 . Category accessibility and impression formation . Journal of Experimental Psychology , 13 (2) : 141 – 154 .
  • Higgins , E.T. and Stangor , C. 1988 . A ‘change of standard’ perspective on the relations among context, judgment and memory . Journal of Personality and Social Psychology , 54 (2) : 141 – 154 .
  • Khera , I.P. and Benson , J.D. 1970 . Are students really poor substitutes for businessmen in behavioural research? . Journal of Marketing Research , 7 (4) : 529 – 532 .
  • Leippe , M.R. and Elkin , R.A. 1987 . When motives clash: Issue involvement and response involvement as determinants of persuasion . Journal of Personality and Social Psychology , 52 (2) : 269 – 278 .
  • Lynch , J.G. Jr. , Chakravarti , D. and Mitra , A. 1991 . Contrast effects in consumer judgments: Changes in mental representation or in the anchoring of rating scales? . Journal of Consumer Research , 18 (3) : 284 – 297 .
  • Martin , L.L. 1986 . Set/reset: Use and disuse of concepts in impression formation . Journal of Personality and Social Psychology , 51 (3) : 493 – 504 .
  • Martin , L.L. , Seta , J.J. and Crelia , R. 1990 . Assimilation and contrast as a function of people's willingness and ability to expend effort in forming an impression . Journal of Personality and Social Psychology , 59 (1) : 27 – 37 .
  • Meyers‐Levy , J. and Perracchio , L.A. 1996 . Moderators of the impact of self‐reference on persuasion . Journal of Consumer Research , 22 (4) : 408 – 423 .
  • Meyers‐Levy , J. and Sternthal , B. 1993 . A two‐factor explanation of assimilation and contrast effects . Journal of Marketing Research , 30 (3) : 359 – 368 .
  • Meyers‐Levy , J. and Tybout , A. 1997 . Context effects at encoding and judgment in consumption settings: The role of cognitive resources . Journal of Consumer Research , 24 (1) : 1 – 14 .
  • Moskowitz , G.B. and Skurnik , I.W. 1999 . Contrast effects as determined by the type of prime: Trait versus exemplar primes initiate processing strategies that differ in how accessible constructs are used . Journal of Personality and Social Psychology , 76 (6) : 911 – 927 .
  • Mussweiler , T. 2003 . Comparison process in social judgment: Mechanisms and consequences . Psychological Review , 110 (3) : 472 – 489 .
  • Nam , M. and Sternthal , B. 2008 . The effects of a different category context on target brand evaluations . Journal of Consumer Research , 35 (4) : 668 – 679 .
  • Northcraft , G.B. and Neale , M.A. 1987 . Experts, amateurs, and real estate: An anchoring‐and‐adjustment perspective on property pricing decisions . Organisational Behavior and Human Decision Processes , 39 (1) : 84 – 97 .
  • Petty , R.E. , Cacioppo , J.T. and Schumann , D. 1983 . Central and peripheral routes to advertising effectiveness: The moderating role of involvement . Journal of Consumer Research , 10 (2) : 135 – 146 .
  • Petty , R.E. , Unnava , R.H. and Strathman , A.J. 1991 . “ Theories of attitude change ” . In Handbook of consumer behavior , Edited by: Robertson , T.S. and Kassarjian , H.H. 241 – 280 . Englewood Cliffs, NJ : Prentice Hall .
  • 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 (2) : 253 – 264 .
  • Remus , W. 1986 . Graduate students as surrogates for managers in experiments on business decision making . Journal of Business Research , 14 (1) : 19 – 25 .
  • Roehm , M.L. and Sternthal , B. 2001 . The moderating effect of knowledge and resources on the persuasive impact of analogies . Journal of Consumer Research , 28 (2) : 257 – 272 .
  • Schwarz , N. and Bless , H. 1992 . Scandals and public's trust in politicians: assimilation and contrast effects . Personality and Social Psychology Bulletin , 18 (5) : 574 – 579 .
  • Shuptrine , F.K. 1975 . On the validity of using students as subjects in consumer behavior investigations . The Journal of Business , 48 (3) : 383 – 390 .
  • Simonson , I. and Tversky , A. 1992 . Choice in context: Tradeoff contrast and extremeness aversion . Journal of Marketing Research , 29 (3) : 281 – 295 .
  • Stapel , D.A. and Koomen , W. 2001 . The impact of interpretation versus comparison mindsets on knowledge accessibility effects . Journal of Experimental and Social Psychology , 37 (2) : 134 – 149 .
  • Stapel , D.A. and Winkielman , P. 1998 . Assimilation and contrast as a function of context‐target similarity, distinctness, and dimensional relevance . Personality and Social Psychology Bulletin , 24 (6) : 634 – 646 .
  • Stapel , D.A. , Kooman , W. and Velthuijsen , A.S. 1998 . Assimilation or contrast? Comparison, relevance, distinctness, and the impact of accessible information on consumer judgments . Journal of Consumer Psychology , 7 (1) : 1 – 24 .
  • Swinyard , W.R. 1993 . The effects of mood, involvement, and quality of store experience on shopping intentions . Journal of Consumer Research , 20 (2) : 271 – 280 .
  • Tversky , A. and Kahneman , D. 1974 . Judgment under uncertainty: Heuristics and biases . Science , 185 (4157) : 1124 – 1131 .
  • Wegener , D.T. , Petty , R.E. and Smith , S.M. 1995 . Positive mood can increase or decrease message scrutiny: The hedonic contingency view of mood and message processing . Journal of Personality and Social Psychology , 69 (1) : 5 – 15 .
  • Yavas , U. 1994 . Research note: Students as subjects in advertising and marketing research . International Marketing Review , 11 (4) : 35 – 43 .
  • Yi , Y. 1993 . Contextual priming effects in print advertisements: the moderating role of prior knowledge . Journal of Advertising , 22 (1) : 1 – 10 .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.