Persuasion knowledge and consumer reactions to pricing tactics

By D. Hardesty, W. O. Bearden, Jay P. Carlson. 2007

154 citations recorded by the source corpus.

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

Consumer Emotional Intelligence: Conceptualization, Measurement, and the Prediction of Consumer Decision Making (2008, methodology): “Reliability for the objective nutrition index was assessed using the proportional reduction in loss (PRL) measure developed by Rust and Cooil (1994) and employed recently by Hardesty et al. (2007). For the study 4 data, the PRL reliability estimate was .”
The price does not include additional taxes, fees, and surcharges: A review of research on partitioned pricing☆ (2016, background): “For example, Hardesty, Bearden, and Carlson (2007), building on the concept of persuasion knowledge (Friestad & Wright, 1995), developed a 17-item index of “ pricing tactic persuasion knowledge ” (PTPK) that predicted consumer response to pricing, such as everyday low pricing, price bundling, and…”
Psychological Influence in Negotiation: An Introduction Long Overdue (2008, background): “For example, Hardesty, Bearden, and Carlson (2007) demonstrate the effectiveness of persuasion knowledge in response to pricing tactics used by marketers.”
How to Measure Persuasion Knowledge (2015, background): “Pricing tactic persuasion knowledge (Hardesty, Bearden and Carlson 2007) Hardesty, Bearden, and Carlson (2007) argued that context-specific persuasion tactics should be measured by distinct scales and developed the 17-item pricing tactic persuasion knowledge scale (PTPK).”