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The framing effects of multipart pricing on consumer purchasing behavior of customized information good bundles

หน่วยงาน Nanyang Technological University, Singapore

รายละเอียด

ชื่อเรื่อง : The framing effects of multipart pricing on consumer purchasing behavior of customized information good bundles
นักวิจัย : Goh, Kim Huat , Bockstedt, Jesse C.
คำค้น : -
หน่วยงาน : Nanyang Technological University, Singapore
ผู้ร่วมงาน : -
ปีพิมพ์ : 2556
อ้างอิง : Goh, K. H., & Bockstedt, J. C. (2013). The Framing Effects of Multipart Pricing on Consumer Purchasing Behavior of Customized Information Good Bundles. Information Systems Research, 24(2), 334-351. , http://hdl.handle.net/10220/17378 , http://dx.doi.org/10.1287/isre.1120.0428
ที่มา : -
ความเชี่ยวชาญ : -
ความสัมพันธ์ : Information systems research
ขอบเขตของเนื้อหา : -
บทคัดย่อ/คำอธิบาย :

Applying behavioral economic theories, we hypothesize that consumers have sticky reference prices for individual information goods, but their perceived value for customizable bundle offers can be significantly influenced by the framing of a multipart pricing scheme. The potential impacts of these framing effects are measurable changes in consumer behavior and sales outcomes. We conducted a series of behavioral experiments and a large-scale natural field experiment involving actual purchases of customized information good bundles to confirm and analyze the hypothesized effects. The results demonstrate a consumer's willingness to purchase a customized bundle of information goods, the size of the resulting bundling, and the consumer's perceptions of the transaction are each significantly influenced by the design of the multipart pricing scheme. These results hold even when the final price and size of a customized bundle are the same across differing schemes. We discuss the potential tradeoffs in economic outcomes that result from price framing (e.g., likelihood of sale versus size of purchased bundles) and the implications for information good retailers.

บรรณานุกรม :
Goh, Kim Huat , Bockstedt, Jesse C. . (2556). The framing effects of multipart pricing on consumer purchasing behavior of customized information good bundles.
    กรุงเทพมหานคร : Nanyang Technological University, Singapore.
Goh, Kim Huat , Bockstedt, Jesse C. . 2556. "The framing effects of multipart pricing on consumer purchasing behavior of customized information good bundles".
    กรุงเทพมหานคร : Nanyang Technological University, Singapore.
Goh, Kim Huat , Bockstedt, Jesse C. . "The framing effects of multipart pricing on consumer purchasing behavior of customized information good bundles."
    กรุงเทพมหานคร : Nanyang Technological University, Singapore, 2556. Print.
Goh, Kim Huat , Bockstedt, Jesse C. . The framing effects of multipart pricing on consumer purchasing behavior of customized information good bundles. กรุงเทพมหานคร : Nanyang Technological University, Singapore; 2556.