Price-Framing Effects on the Purchase of Hedonic and Utilitarian Bundles

By Uzma Khan, Ravi K. Dhar. 2010

198 citations recorded by the source corpus.

Subfields: General Decision Sciences, Marketing, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/155224c0e999c21b549577ad32581654795ba3fb

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Citations in the corpus

Path to Purpose? How Online Customer Journeys Differ for Hedonic Versus Utilitarian Purchases (2020, background): “Deals have been found to be more effective for hedonic purchases (Khan and Dhar 2010), supporting the notion that users favor guilt-alleviation mechanisms to justify hedonic consumption (Okada 2005).”
Pleasure principles: A review of research on hedonic consumption (2013, background): “…& Gneezy, 2010), when receiving the hedonic product is framed as a windfall (O'Curry & Strahilevitz, 2001), especially if the gain is obtained under positive, feel-good circumstances (Levav & McGraw, 2009), and when it is paired at a discounted price with a utilitarian product (Khan & Dhar, 2010).”
Price Promotion for Emotional Impact (2014, background): “Finally, in Study 6, we move away from choice to help disentangle our theory from the plausible alternative that consumers use discounts simply to justify pleasure-oriented expenses as prudent acts of saving money (Khan and Dhar 2010; Mishra and Mishra 2011).”
Artificial Intelligence in Utilitarian vs. Hedonic Contexts: The “Word-of-Machine” Effect (2020, background): “We also contribute to the literature on hedonic and utilitarian consumption (Alba and Williams 2013; Khan and Dhar 2010; Moreau and Herd 2009; Whitley, Trudel, and Kurt 2018).”
Smart Shopping Carts: How Real-Time Feedback Influences Spending (2013, background): “Hedonic products also typically require more justification than utilitarian products (Khan and Dhar 2010).”
The effects of promotions on hedonic versus utilitarian purchases (2017, background): “On the one hand, Khan and Dhar (2010) showed that consumers were more likely to purchase a bundle of hedonic and utilitarian items when a price discount ll rights reserved. nic versus utilitarian purchases, Journal of Consumer Psychology (2016), http:// was offered on the hedonic rather than…”