Differential effects of value consciousness and coupon proneness on consumers’ persuasion knowledge of pricing tactics

Kishore G. Pillai, V. Kumar

Research output: Contribution to journalArticle

Abstract

Pricing tactics persuasion knowledge (PTPK) is a relatively new concept that seeks to extend the research on persuasion knowledge to the pricing domain. Pricing tactics persuasion knowledge refers to the persuasion knowledge of consumers about marketers’ pricing tactics. Employing an acquisition–transaction utility theoretic perspective, this study examines the differential effects of value consciousness and coupon proneness on the accuracy, confidence, and calibration of consumers’ pricing tactics persuasion knowledge. The study finds that coupon proneness is negatively related to accuracy, confidence, and calibration of PTPK, while value consciousness is positively related to accuracy, confidence, and calibration of PTPK. The implications of the study are outlined.
Original languageEnglish
Pages (from-to)20-33
Number of pages14
JournalJournal of Retailing
Volume88
Issue number1
DOIs
Publication statusPublished - Mar 2012

Fingerprint

Pricing
Tactics
Consciousness
Coupons
Persuasion knowledge model
Calibration
Confidence
Marketers

Keywords

  • pricing tactics persuasion knowledge
  • value consciousness
  • coupon proneness
  • knowledge calibration
  • consumer knowledge

Cite this

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Differential effects of value consciousness and coupon proneness on consumers’ persuasion knowledge of pricing tactics. / Pillai, Kishore G.; Kumar, V.

In: Journal of Retailing, Vol. 88, No. 1, 03.2012, p. 20-33.

Research output: Contribution to journalArticle

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