Placebo Effects of Marketing Actions: Consumers May Get What They Pay For

By B. Shiv, Ziv Carmon, Dan Ariely. 2005

495 citations recorded by the source corpus.

Subfields: Cognitive Neuroscience, Social Psychology

View Paper: https://www.semanticscholar.org/paper/2d840203575543d334cb4af481328355b12ba61c

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Citations in the corpus

Price as a Stimulus to Think: The Case for Willful Overpricing (2007, background): “Recent work by Shiv et al. (2005) demonstrates that the actual postpurchase efficacy of product attributes (e.g., the energy derived from an energy drink) tends to be reduced when a price discount is posted, due to unconscious effects.”
Marketing actions can modulate neural representations of experienced pleasantness (2008, methodology): “Even more intriguingly, changing the price at which an energy drink is purchased can influence the ability to solve puzzles (5).”
Consumer Neuroscience: Applications, Challenges, and Possible Solutions (2015, methodology): “For example, neuro - imaging has been used to identify individual differences in responsiveness to pain placebo effects—a topic of relevance also to understanding marketing action–induced expectancies (Shiv, Carmon, and Ariely 2005a, b).”
Cost Conscious? The Neural and Behavioral Impact of Price Primacy on Decision Making (2015, background): “…commonly associate price and worth so strongly that prices can not only establish expectations of an item’s value (Rao and Monroe 1989) but also influence an item’s experienced quality or functionality during its consumption (Plassmann et al. 2008; Shiv, Carmon, and Ariely 2005; Waber et al. 2008).”
The Quality of Price as a Quality Cue (2005, background): “In the lead article in this issue of the Journal of Marketing Research ( JMR ), Shiv, Carmon, and Ariely (2005; here-inafter SCA) report on a series of studies that suggest the following: •Price can exert a nonconscious influence on expectancies about product quality; •Such expectancies can have an…”