Situational price sensitivity: the role of consumption occasion, social context and income

By Kirk L. Wakefield, J. Inman. 2003

470 citations recorded by the source corpus.

Subfields: Management Science and Operations Research, Marketing

View Paper: https://www.semanticscholar.org/paper/b7876ac249495b11b7f093c179882bbef4f8a8e1

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In Management Science and Operations Research

In Marketing

Citations in the corpus

Consumer Reactions to CSR: A Brazilian Perspective (2010, background): “The basic insight is that purchasing power, which derives from income, has a direct positive influence on the consumption of discretionary goods (Bonus, 1973; Horsky, 1990), reducing consumers’ price sensitivity in such contexts (Wakefield and Inman, 2003).”
Path to Purpose? How Online Customer Journeys Differ for Hedonic Versus Utilitarian Purchases (2020, background): “However, deals could also be less helpful because consumers are less price-sensitive due to the difficulty of comparing hedonic products (Wakefield and Inman 2003).”
A behavioral decision theory perspective on hedonic and utilitarian choice (2005, result): “Consistent with these findings, Wakefield and Inman (2003) suggest that consumers are generally less price sensitive when buying products and services that have hedonic characteristics rather than when buying products of primarily functional nature.”
Pleasure principles: A review of research on hedonic consumption (2013, background): “(2) Consumers purchasing for pleasure care less about the price of that pleasure and consequently are more price inelastic for hedonic goods, whereas consumers making utilitarian purchases wish to get the most useful product for its price (Wakefield & Inman, 2003).”
The moderating role of price consciousness on the effectiveness of price discounts and premium promotions (2009, methodology): “The scale used to measure price consciousness consisted of six items derived from the works of Wakefield and Inman (2003)”
Consumer reactions to the availability of organic food in discount supermarkets (2013, background): “It could for instance be shown that the influence of prices differs depending on the nature of the purchase, such as functional vs. hedonic, and the social context, alone or with others (Wakefield and Inman, 2003).”
The impact of experiential consumption cognitions and emotions on behavioral intentions (2008, background): “Yet, Wakefield and his colleagues (Wakefield and Barnes, 1996; Wakefield and Bush, 1998; Wakefield and Inman, 2003) show that the consumption context (utilitarian versus hedonic) might moderate the impact of satisfaction on key outcome variables such as loyalty intentions and willingness to pay.”