A longitudinal study of the effects of fluctuating prices on behavioural intention

Research output: Chapter in Book/Report/Conference proceedingChapter

Abstract

Recent developments in database management have allowed organisations to finely tailor their price/product offer to individual customers. However, this may lead to the perception by customers of unfair treatment where the price that they have paid is perceived as less favourable than the best price being offered by the company. Fairness is an important antecedent of positive customer behavioural intention and an essential element of on-going buyer-seller relationships. The effect of variable pricing on subsequent customer behaviour remains under-researched and is the subject of this paper. Theoretical reasons underlying the apparent conflict between variable pricing and positive behavioural intention are discussed and the preliminary results of an experimental longitudinal study are reported.
LanguageEnglish
Title of host publicationProceedings of the Academy of Marketing Conference
Place of PublicationNottingham
Pages129-141
Publication statusPublished - Jul 2002

Fingerprint

Behavioral intention
Longitudinal study
Pricing
Customer behavior
Fairness
Buyer-seller relationships
Database management

Cite this

McMahon-Beattie, U., & Palmer, A. (2002). A longitudinal study of the effects of fluctuating prices on behavioural intention. In Proceedings of the Academy of Marketing Conference (pp. 129-141). Nottingham.
McMahon-Beattie, Una ; Palmer, A. / A longitudinal study of the effects of fluctuating prices on behavioural intention. Proceedings of the Academy of Marketing Conference. Nottingham, 2002. pp. 129-141
@inbook{cb6d9a1f02e945bd9437e00394512c96,
title = "A longitudinal study of the effects of fluctuating prices on behavioural intention",
abstract = "Recent developments in database management have allowed organisations to finely tailor their price/product offer to individual customers. However, this may lead to the perception by customers of unfair treatment where the price that they have paid is perceived as less favourable than the best price being offered by the company. Fairness is an important antecedent of positive customer behavioural intention and an essential element of on-going buyer-seller relationships. The effect of variable pricing on subsequent customer behaviour remains under-researched and is the subject of this paper. Theoretical reasons underlying the apparent conflict between variable pricing and positive behavioural intention are discussed and the preliminary results of an experimental longitudinal study are reported.",
author = "Una McMahon-Beattie and A Palmer",
note = "Reference text: Butler, J.K. (1991), “Toward Understanding and Measuring Conditions of Trust: Evolution of a Conditions of Trust Inventory”, Journal of Management, 17 (3), 643-663 Chow, S. and Holden, R. (1997) “Toward and Understanding of Loyalty: The Moderating Role of Trust”, Journal of Managerial Studies, 9 (3), 275-298 Hunt, Shelby, D. and Robert M., Morgan (1997) “Resource-advantaged theory: a snake swallowing tail or a general theory of competition”, Journal of Marketing, 61 (4), 74-82 Kahneman, Daniel, Jack Knetsch and Richard Thaler. (1986). {"}Fairness as a Constraint on Profit Seeking: Entitlements in the Market,{"} The American Economic Review, 76(September): 728-741. Kalapurakal, Rosemary, Peter Dickson and Joel Urbany. (1991). {"}Perceived Price Fairness and Dual Entitlement.{"} Pp. 788-793 in Rebecca Holman and Michael Solomon (eds.), Advances in Consumer Research, Vol. 18. Provo, UT: Association for Consumer Research Lichtenstein, Donald, Scot Burton and Bradley S. O'Hara. (1989). {"}Marketplace Attributions and Consumer Evaluations of Discount Claims,{"} Psychology and Marketing, 6(Fall): 163-180. Lipsey, R.G. (1996), Microeconomics , Addison Wesley Longman McCole, P (2001) Dimensionalising Trust in Internet Environments, Unpublished PhD thesis, University of Ulster. McMahon-Beattie, U and Palmer, A (2000) “One for All or All for One: A Comparison of Everyday Low Pricing and Yield Management Strategies in the Hotel Industry, Journal of Targeting, Measurement and Analysis for Marketing, 8 (3), 249-258 Peppers, D. and Rodgers, M. (1995), “A New Marketing Paradigm: Share of Customer Not Market Share”, Planning Review, 23 (2),14 Pfeffer, J. and G.R. Salanick (1978), The External Control of Organisations: A Resource Dependence Perspective, New York, Harper Row Williamson, O.E. (1993), “Calculativeness, Trust, and Economic Organisation”, Journal of Law and Economics, 36, 453-486 Zeithaml, V.A., A.Parasuraman and L.L. Berry (1985), “Problems and Strategies in Services Marketing”, Journal of Marketing, 49 (Spring),33-46",
year = "2002",
month = "7",
language = "English",
isbn = "ISBN 085358 - 114 - 2",
pages = "129--141",
booktitle = "Proceedings of the Academy of Marketing Conference",

}

McMahon-Beattie, U & Palmer, A 2002, A longitudinal study of the effects of fluctuating prices on behavioural intention. in Proceedings of the Academy of Marketing Conference. Nottingham, pp. 129-141.

A longitudinal study of the effects of fluctuating prices on behavioural intention. / McMahon-Beattie, Una; Palmer, A.

Proceedings of the Academy of Marketing Conference. Nottingham, 2002. p. 129-141.

Research output: Chapter in Book/Report/Conference proceedingChapter

TY - CHAP

T1 - A longitudinal study of the effects of fluctuating prices on behavioural intention

AU - McMahon-Beattie, Una

AU - Palmer, A

N1 - Reference text: Butler, J.K. (1991), “Toward Understanding and Measuring Conditions of Trust: Evolution of a Conditions of Trust Inventory”, Journal of Management, 17 (3), 643-663 Chow, S. and Holden, R. (1997) “Toward and Understanding of Loyalty: The Moderating Role of Trust”, Journal of Managerial Studies, 9 (3), 275-298 Hunt, Shelby, D. and Robert M., Morgan (1997) “Resource-advantaged theory: a snake swallowing tail or a general theory of competition”, Journal of Marketing, 61 (4), 74-82 Kahneman, Daniel, Jack Knetsch and Richard Thaler. (1986). "Fairness as a Constraint on Profit Seeking: Entitlements in the Market," The American Economic Review, 76(September): 728-741. Kalapurakal, Rosemary, Peter Dickson and Joel Urbany. (1991). "Perceived Price Fairness and Dual Entitlement." Pp. 788-793 in Rebecca Holman and Michael Solomon (eds.), Advances in Consumer Research, Vol. 18. Provo, UT: Association for Consumer Research Lichtenstein, Donald, Scot Burton and Bradley S. O'Hara. (1989). "Marketplace Attributions and Consumer Evaluations of Discount Claims," Psychology and Marketing, 6(Fall): 163-180. Lipsey, R.G. (1996), Microeconomics , Addison Wesley Longman McCole, P (2001) Dimensionalising Trust in Internet Environments, Unpublished PhD thesis, University of Ulster. McMahon-Beattie, U and Palmer, A (2000) “One for All or All for One: A Comparison of Everyday Low Pricing and Yield Management Strategies in the Hotel Industry, Journal of Targeting, Measurement and Analysis for Marketing, 8 (3), 249-258 Peppers, D. and Rodgers, M. (1995), “A New Marketing Paradigm: Share of Customer Not Market Share”, Planning Review, 23 (2),14 Pfeffer, J. and G.R. Salanick (1978), The External Control of Organisations: A Resource Dependence Perspective, New York, Harper Row Williamson, O.E. (1993), “Calculativeness, Trust, and Economic Organisation”, Journal of Law and Economics, 36, 453-486 Zeithaml, V.A., A.Parasuraman and L.L. Berry (1985), “Problems and Strategies in Services Marketing”, Journal of Marketing, 49 (Spring),33-46

PY - 2002/7

Y1 - 2002/7

N2 - Recent developments in database management have allowed organisations to finely tailor their price/product offer to individual customers. However, this may lead to the perception by customers of unfair treatment where the price that they have paid is perceived as less favourable than the best price being offered by the company. Fairness is an important antecedent of positive customer behavioural intention and an essential element of on-going buyer-seller relationships. The effect of variable pricing on subsequent customer behaviour remains under-researched and is the subject of this paper. Theoretical reasons underlying the apparent conflict between variable pricing and positive behavioural intention are discussed and the preliminary results of an experimental longitudinal study are reported.

AB - Recent developments in database management have allowed organisations to finely tailor their price/product offer to individual customers. However, this may lead to the perception by customers of unfair treatment where the price that they have paid is perceived as less favourable than the best price being offered by the company. Fairness is an important antecedent of positive customer behavioural intention and an essential element of on-going buyer-seller relationships. The effect of variable pricing on subsequent customer behaviour remains under-researched and is the subject of this paper. Theoretical reasons underlying the apparent conflict between variable pricing and positive behavioural intention are discussed and the preliminary results of an experimental longitudinal study are reported.

M3 - Chapter

SN - ISBN 085358 - 114 - 2

SP - 129

EP - 141

BT - Proceedings of the Academy of Marketing Conference

CY - Nottingham

ER -

McMahon-Beattie U, Palmer A. A longitudinal study of the effects of fluctuating prices on behavioural intention. In Proceedings of the Academy of Marketing Conference. Nottingham. 2002. p. 129-141