Communicating price information through semantic cues: The moderating effects of situation and discount size

Research output: Contribution to journalArticle

120 Citations (Scopus)

Abstract

While several studies have examined how the specific wording (i.e., semantic cue) used to communicate a price offer affects consumers' perceptions of value, this area of research has not produced a set of consistent findings. To resolve the apparent inconsistencies, the current article builds on past research and explains why a consumer's response to a semantic cue depends on the situation (or decision context) and the discount size. The results of two studies are reported. The first experiment provides evidence that the relative effectiveness of two widely used types of semantic cues depends on both consumers' decision context and the level of processing evoked by the discount size. The second experiment replicates the semantic cue by situation interaction and demonstrates the robustness of this effect across store familiarity.

Original languageEnglish (US)
Pages (from-to)148-155
Number of pages8
JournalJournal of Consumer Research
Volume23
Issue number2
DOIs
StatePublished - Sep 1 1996

Fingerprint

semantics
experiment
Discount
Moderating effect
Semantic Information
interaction
evidence
Values
Experiment

ASJC Scopus subject areas

  • Business and International Management
  • Anthropology
  • Arts and Humanities (miscellaneous)
  • Economics and Econometrics
  • Marketing

Cite this

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abstract = "While several studies have examined how the specific wording (i.e., semantic cue) used to communicate a price offer affects consumers' perceptions of value, this area of research has not produced a set of consistent findings. To resolve the apparent inconsistencies, the current article builds on past research and explains why a consumer's response to a semantic cue depends on the situation (or decision context) and the discount size. The results of two studies are reported. The first experiment provides evidence that the relative effectiveness of two widely used types of semantic cues depends on both consumers' decision context and the level of processing evoked by the discount size. The second experiment replicates the semantic cue by situation interaction and demonstrates the robustness of this effect across store familiarity.",
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