Effects of Seller-Supplied Prices on Buyers' Product Evaluations: Reference Prices in an Internet Auction Context

By Michael A. Kamins, Xavier Drèze, V. Folkes. 2004

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Assessing Sale Strategies in Online Markets Using Matched Listings (2015, result): “In contrast, other researchers (Kamins, Drèze, and Folkes 2004; Reiley 2006; Lucking-Reiley et al. 2007) have found that lower start prices generally lead to lower prices conditional on sale, without testing the upper tail.”
Customer Behavior Modeling in Revenue Management and Auctions: A Review and New Research Opportunities (2007, background): “Kamins, Dreze, and Folkes (2004) ﬁnd that when the seller speciﬁes a high external reference price (a re-serve price), the ﬁnal amount bid is greater than when the seller speciﬁes a low external reference price (a minimum bid amount).”
Pay what you Want: A New Participative Pricing Mechanism (2009, background): “Research on participative pricing mechanisms, such as NYOP, auctions, and price negotiations, has recently gained popularity (Chernev 2003; Ding et al. 2005; Kamins, Dreze, and Folkes 2004; Spann and Tellis 2006), though the literature on NYOP is still limited.”