A reference price model of brand choice for frequently purchased products.

By R. Winer. 1986

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Citations in the corpus

Expanding Business-to-Business Customer Relationships: Modeling the Customer's Upgrade Decision (2008, background): “The reference price is the price against which buyers compare the offered price of a product (Winer 1986).”
Supply chain coordination through cooperative advertising with reference price effect (2013, background): “One is the household-level brand choice models which assume that the utility received by a consumer can be influenced by not only reference price, but also other factors such as brand image and household inventory level [42,48,24,31,23,36].”
Looking for Loss Aversion in Scanner Panel Data: The Confounding Effect of Price Response Heterogeneity (2000, methodology): “In its original formulation, the sticker shock model of brand choice (Winer 1986) derived from adaptation level theory (Helsen 1964) contains a main effect and a symmetric reference price effect h h h hU b FEAT b PRICE b (RP PRICE )it i 1 it 2 it 3 it it h h b BLOY , (A.1)4 it it where is the…”
Dynamic Pricing Strategies with Reference Effects (2007, methodology): “(1) Exponential smoothing is the most commonly used and empirically validated reference price mechanism in the literature (e.g. Winer 1986, Sorger 1988, Greenleaf 1995, KRA, FGL).”
A current overview of consumer neuroscience (2008, background): “…according to traditional marketing-mix instruments such as product, price, communication, and distribution policies, as well as brand research, because they represent predominant and essential elements of marketing theory and operational marketing management (Winer, 1986; Constantinides, 2006).”
Service Quality: The Impact of Frequency, Timing, Proximity, and Sequence of Failures and Delights (2014, background): “…the relative weights given to the initial reference level and the specific event, the time elapsed since the particular event, and how quickly the effect of the particular event on the reference level diminishes over time (e.g., Tversky and Kahneman 1974; Wansink, Kent, and Hoch 1998; Winer 1986).”
Competition and Price Variation When Consumers Are Loss Averse (2008, background): “Consumers seem to compare actual market prices to “reference prices” determined at least partly by “price beliefs” or expectations, and purchases are more sensitive to losses from the reference price than to gains relative to it (Erickson and Johansson 1985, Kalwani and Yim 1992, Winer 1986 ).”
The Goal-Gradient Hypothesis Resurrected: Purchase Acceleration, Illusionary Goal Progress, and Customer Retention (2006, background): “…of the ongoing (fruitful) attempt to bridge the consumer behavior and marketing science disciplines (e.g., Bell and Lattin 2000; Hardie, Johnson, and Fader 1993; Kivetz, Netzer, and Srinivasan 2004; Simonson and Winer 1992; Wertenbroch 1998; Winer 1986; for related discussion, see Wittink 2004).”