References
- Anderson, J. R. (1983). A spreading activation theory of memory. Journal of Verbal Learning and Verbal Behavior, 22(3), 261–295. https://doi.org/https://doi.org/10.1016/S0022-5371(83)90201-3
- Bagchi, R., & Davis, D. F. (2012). $29 for 70 items or 70 items for $29? How presentation order affects package perceptions. Journal of Consumer Research, 39(1), 62–73. https://doi.org/https://doi.org/10.1086/661893
- Bahník, Š., Englich, B., & Strack, F. (2017). Anchoring effect. In R. F. Pohl (Ed.), Cognitive Illusions: Intriguing phenomena in thinking, judgment, and memory (2nd ed., pp. 223–241). Psychology Press. https://doi.org/https://doi.org/10.4324/9781315696935
- Bahník, Š., & Strack, F. (2016). Overlap of accessible information undermines the anchoring effect. Judgment and Decision Making, 11(1), 92–98.
- Bartolozzi, F., Jongman, S. R., & Meyer, A. S. (2020). Concurrent speech planning does not eliminate repetition priming from spoken words: Evidence from linguistic dual-tasking. Journal of Experimental Psychology: Learning, Memory, and Cognition. https://doi.org/https://doi.org/10.1037/xlm0000944
- Blankenship, K. L., Wegener, D. T., Petty, R. E., Detweiler-Bedell, B., & Macy, C. L. (2008). Elaboration and consequences of anchored estimates: An attitudinal perspective on numerical anchoring. Journal of Experimental Social Psychology, 44(6), 1465–1476. https://doi.org/https://doi.org/10.1016/j.jesp.2008.07.005
- Blattberg, R. C., & Neslin, S. A. (1990). Sales promotion: Concepts, methods, and strategies. Prentice-Hall.
- Brewer, N. T., & Chapman, G. B. (2002). The fragile basic anchoring effect. Journal of Behavioral Decision Making, 15(1), 65–77. https://doi.org/https://doi.org/10.1002/bdm.403
- Cameron, A. C., & Trivedi, P. K. (2013). Regression analysis of count data (2nd ed.). Cambridge University Press. https://doi.org/https://doi.org/10.1017/CBO9781139013567
- Carlson, K. A., Meloy, M. G., & Russo, J. E. (2006). Leader-driven primacy: Using attribute order to affect consumer choice. Journal of Consumer Research, 32(4), 513–518. https://doi.org/https://doi.org/10.1086/500481
- Chapman, G. B., & Johnson, E. J. (1994). The limits of anchoring. Journal of Behavioral Decision Making, 7(4), 223–242. https://doi.org/https://doi.org/10.1002/bdm.3960070402
- Chapman, G. B., & Johnson, E. J. (1999). Anchoring, activation, and the construction of values. Organizational Behavior and Human Decision Processes, 79(2), 115–153. https://doi.org/https://doi.org/10.1006/obhd.1999.2841
- Chapman, G. B., & Johnson, E. J. (2002). Incorporating the irrelevant: anchors in judgments of belief and value. In T. Gilovich, D. Griffin, & D. Kahneman (Eds.), Heuristics and biases: The psychology of intuitive judgment (pp. 120–138). Cambridge University Press. https://doi.org/https://doi.org/10.1017/CBO9780511808098
- Critcher, C. R., & Gilovich, T. (2008). Incidental environmental anchors. Journal of Behavioral Decision Making, 21(3), 241–251. https://doi.org/https://doi.org/10.1002/bdm.586
- Davis, D. F., & Bagchi, R. (2018). How evaluations of multiple percentage price changes are influenced by presentation mode and percentage ordering: The role of anchoring and surprise. Journal of Marketing Research, 55(5), 655–666. https://doi.org/https://doi.org/10.1177/0022243718808554
- DelVecchio, D., & Heath, T. B. (2010). Multi-unit discounting and discount size: Getting more out of less. Advances in Consumer Research, 37, 621.
- DelVecchio, D., & Heath, T. B. (2012). The effect of dual anchors on numeric judgments: The moderating effects of anchor order and domain knowledge. Advances in Consumer Research, 40, 547–552.
- DelVecchio, D., Heath, T. B., & Chauvin, M. (2017). When signal swamps substance: The effects of multi-unit discount’s positive and negative cues on sales. Journal of Product & Brand Management, 26(7), 750–758. https://doi.org/https://doi.org/10.1108/JPBM-06-2016-1207
- Drechsler, S., Leeflang, P. S. H., Bijmolt, T. H. A., & Natter, M. (2017). Multi-unit price promotions and their impact on purchase decisions and sales. European Journal of Marketing, 51(5/6), 1049–1074. https://doi.org/https://doi.org/10.1108/EJM-12-2013-0729
- Epley, N., & Gilovich, T. (2001). Putting adjustment back in the anchoring and adjustment heuristic: Differential processing of self-generated and experimenter-provided anchors. Psychological Science, 12(5), 391–396. https://doi.org/https://doi.org/10.1111/1467-9280.00372
- Foubert, B., & Gijsbrechts, E. (2007). Shopper response to bundle promotions for packaged goods. Journal of Marketing Research, 44(4), 647–662. https://doi.org/https://doi.org/10.1509/jmkr.44.4.647
- Frederick, S., Kahneman, D., & Mochon, D. (2010). Elaborating a simpler theory of anchoring. Journal of Consumer Psychology, 20(1), 17–19. https://doi.org/https://doi.org/10.1016/j.jcps.2009.12.004
- Frederick, S. W., & Mochon, D. (2012). A scale distortion theory of anchoring. Journal of Experimental Psychology: General, 141(1), 124–133. https://doi.org/https://doi.org/10.1037/a0024006
- Furnham, A., & Boo, H. C. (2011). A literature review of the anchoring effect. The Journal of Socio-Economics, 40(1), 35–42. https://doi.org/https://doi.org/10.1016/j.socec.2010.10.008
- Grice, H. P. (1975). Logic and conversation. In P. Cole & J. L. Morgan (Eds.), Syntax and semantics. Vol. 3: Speech acts (pp. 41–58). Academic Press.
- Harris, A. J. L., Blower, F. B. N., Rodgers, S. A., Lagator, S., Page, E., Burton, A., Urlichich, D., & Speekenbrink, M. (2019). Failures to replicate a key result of the selective accessibility theory of anchoring. Journal of Experimental Psychology: General, 148(9), e30–e50. https://doi.org/https://doi.org/10.1037/xge0000644
- Haugtvedt, C. P., & Wegener, D. T. (1994). Message order effects in persuasion: An attitude strength perspective. Journal of Consumer Research, 21(1), 205–218. https://doi.org/https://doi.org/10.1086/209393
- Hayes, A. F. (2018). Introduction to mediation, moderation, and conditional process analysis. (2nd ed.). The Guilford Press.
- Higgins, E. T. (1996). Knowledge activation: Accessibility, applicability, and salience. In E. T. Higgins & A. W. Kruglanski (Eds.), Social psychology: Handbook of basic principles (pp. 133–168). The Guilford Press.
- Hogarth, R. M., & Einhorn, H. J. (1992). Order effects in belief updating: The belief-adjustment model. Cognitive Psychology, 24(1), 1–55. https://doi.org/https://doi.org/10.1016/0010-0285(92)90002-J
- Inman, J. J., Peter, A. C., & Raghubir, P. (1997). Framing the deal: The role of restrictions in accentuating deal value. Journal of Consumer Research, 24(1), 68–79. https://doi.org/https://doi.org/10.1086/209494
- Jacowitz, K. E., & Kahneman, D. (1995). Measures of anchoring in estimation tasks. Personality and Social Psychology Bulletin, 21(11), 1161–1166. https://doi.org/https://doi.org/10.1177/01461672952111004
- Kahneman, D. (1992). Reference points, anchors, norms, and mixed feelings. Organizational Behavior and Human Decision Processes, 51(2), 296–312. https://doi.org/https://doi.org/10.1016/0749-5978(92)90015-Y
- Kahneman, D. (2003). A perspective on judgment and choice: Mapping bounded rationality. The American Psychologist, 58(9), 697–720. https://doi.org/https://doi.org/10.1037/0003-066X.58.9.697
- Kahneman, D., & Miller, D. T. (1986). Norm theory: Comparing reality to its alternatives. Psychological Review, 93(2), 136–153. https://doi.org/https://doi.org/10.1037/0033-295X.93.2.136
- Kardes, F. R., & Herr, P. M. (1990). Order effects in consumer judgment, choice, and memory: The role of initial processing goals. Advances in Consumer Research, 17(1), 541–546.
- Kwak, H., Zhang, Y., Puzakova, M., & Moriguchi, T. (2020). Going it alone or together: the role of space between products on consumer perceptions of price promotions. International Journal of Advertising, 39(7), 1086–1029. https://doi.org/https://doi.org/10.1080/02650487.2020.1753443
- Lee, J. E. (2019). Plausible versus implausible tensile price claim: Selective accessibility model approach. Psychology & Marketing, 36(1), 57–71. https://doi.org/https://doi.org/10.1002/mar.21157
- Manning, K. C., & Sprott, D. E. (2007). Multiple unit price promotions and their effects on quantity purchase intentions. Journal of Retailing, 83(4), 411–421. https://doi.org/https://doi.org/10.1016/j.jretai.2007.03.011
- Mochon, D., & Frederick, S. (2013). Anchoring in sequential judgments. Organizational Behavior and Human Decision Processes, 122(1), 69–79. https://doi.org/https://doi.org/10.1016/j.obhdp.2013.04.002
- Mussweiler, T., & Strack, F. (1999a). Hypothesis-consistent testing and semantic priming in the anchoring paradigm: A selective accessibility model. Journal of Experimental Social Psychology, 35(2), 136–164. https://doi.org/https://doi.org/10.1006/jesp.1998.1364
- Mussweiler, T., & Strack, F. (1999b). Comparing is believing: A selective accessibility model of judgmental anchoring. In W. Stroebe, & M. Hewstone (Eds.), European review of social psychology (Vol. 10, pp. 135–167). Wiley. https://doi.org/https://doi.org/10.1080/14792779943000044
- Mussweiler, T., & Strack, F. (2001). The semantics of anchoring. Organizational Behavior and Human Decision Processes, 86(2), 234–255. https://doi.org/https://doi.org/10.1006/obhd.2001.2954
- Mussweiler, T., Strack, F., & Pfeiffer, T. (2000). Overcoming the inevitable anchoring effect: Considering the opposite compensates for selective accessibility. Personality and Social Psychology Bulletin, 26(9), 1142–1150. https://doi.org/https://doi.org/10.1177/01461672002611010
- Nicolas, C., Valenzuela-Fernández, L., & Merigó, J. M. (2020). Research trends of marketing: A bibliometric study 1990–2017. Journal of Promotion Management, 26(5), 674–703. https://doi.org/https://doi.org/10.1080/10496491.2020.1729315
- Nunes, J. C., & Boatwright, P. (2004). Incidental prices and their effect on willingness to pay. Journal of Marketing Research, 41(4), 457–466. https://doi.org/https://doi.org/10.1509/jmkr.41.4.457.47014
- Oppenheimer, D. M., LeBoeuf, R. A., & Brewer, N. T. (2008). Anchors aweigh: A demonstration of cross-modality anchoring and magnitude priming. Cognition, 106(1), 13–26. https://doi.org/https://doi.org/10.1016/j.cognition.2006.12.008
- Santini, F. d O., Vieira, V. A., Sampaio, C. H., & Perin, M. G. (2016). Meta-analysis of the long- and short-term effects of sales promotions on consumer behavior. Journal of Promotion Management, 22(3), 425–442. https://doi.org/https://doi.org/10.1080/10496491.2016.1154921
- Schwarz, N. (1994). Judgment in a social context: Biases, shortcomings, and the logic of conversation. In M. P. Zanna (Ed.), Advances in experimental social psychology (pp. 123–162). Academic Press.
- Sleeth-Keppler, D. (2013). Taking the high (or low) road: A quantifier priming perspective on basic anchoring effects. The Journal of Social Psychology, 153(4), 424–447. https://doi.org/https://doi.org/10.1080/00224545.2012.757543
- Srull, T. K., & Wyer, R. S. (1979). The role of category accessibility in the interpretation of information about persons: Some determinants and implications. Journal of Personality and Social Psychology, 37(10), 1660–1672. https://doi.org/https://doi.org/10.1037/0022-3514.37.10.1660
- Strack, F., Bahník, Š., & Mussweiler, T. (2016). Anchoring: Accessibility as a cause of judgmental assimilation. Current Opinion in Psychology, 12, 67–70. https://doi.org/https://doi.org/10.1016/j.copsyc.2016.06.005
- Strack, F., & Mussweiler, T. (1997). Explaining the enigmatic anchoring effect: Mechanisms of selective accessibility. Journal of Personality and Social Psychology, 73(3), 437–446. https://doi.org/https://doi.org/10.1037/0022-3514.73.3.437
- Suk, K., Lee, J., & Lichtenstein, D. R. (2012). The influence of price presentation order on consumer choice. Journal of Marketing Research, 49(5), 708–717. https://doi.org/https://doi.org/10.1509/jmr.11.0309
- Tversky, A., & Kahneman, D. (1974). Judgment under uncertainty: Heuristics and biases. Science, 185(4157), 1124–1131. https://doi.org/https://doi.org/10.1126/science.185.4157.1124
- Unnava, H. R., Burnkrant, R. E., & Erevelles, S. (1994). Effects of presentation order and communication modality on recall and attitude. Journal of Consumer Research, 21(3), 481–490. https://doi.org/https://doi.org/10.1086/209412
- Wansink, B., Kent, R. J., & Hoch, S. J. (1997). Point-of-purchase promotions that sell more units. Working Paper Series MSI-97-I20. Marketing Science Institute.
- Wansink, B., Kent, R. J., & Hoch, S. J. (1998). An anchoring and adjustment model of purchase quantity decisions. Journal of Marketing Research, 35(1), 71–81. https://doi.org/https://doi.org/10.2307/3151931
- Whyte, G., & Sebenius, J. K. (1997). The effect of multiple anchors on anchoring in individual and group judgment. Organizational Behavior and Human Decision Processes, 69(1), 75–85. https://doi.org/https://doi.org/10.1006/obhd.1996.2674
- Wilson, T. D., Houston, C. E., Etling, K. M., & Brekke, N. (1996). A new look at anchoring effects: Basic anchoring and its antecedents. Journal of Experimental Psychology: General, 125(4), 387–402. https://doi.org/https://doi.org/10.1037/0096-3445.125.4.387
- Wong, K. F. E., & Kwong, J. Y. Y. (2000). Is 7300 m equal to 7.3 km? Same semantics but different anchoring effects. Organizational Behavior and Human Decision Processes, 82(2), 314–333. https://doi.org/https://doi.org/10.1006/obhd.2000.2900
- Wu, C.-S., Cheng, F.-F., & Lin, H.-H. (2008). Exploring anchoring effect and the moderating role of repeated anchor in electronic commerce. Behaviour & Information Technology, 27(1), 31–42. https://doi.org/https://doi.org/10.1080/01449290600874998
- Zhang, Y., Li, Y., & Zhu, T. (2014). How multiple anchors affect judgment: Evidence from the lab and eBay. Columbia Business School Research Paper No. 14–62.