Modelling choice when price is a cue for quality: a case study with Chinese consumers

Abstract

Experience products are those the quality of which cannot be ascertained until after consumption, forcing consumers to base their purchase decision on an expectation of the product's quality. This expected quality is based on cues available before purchase, among which price is noteworthy, as consumers tend to believe that higher prices imply higher quality. But price also stresses the consumers' budget restriction, inducing a double-and conflicting-global effect on purchase probability. Using the traditional formulation of Random Utility Models for experience goods (i.e. introducing all attributes directly in the utility function) can lead to an endogeneity problem due to the omission of expected quality, introducing bias on the results. Using a stated wine choice experiment conducted in China as a case study, we correct for endogeneity by modelling each alternative's expected quality as a latent variable, explained by all available quality cues, including price. Then we explain choice as a tradeoff between price and expected quality. This allows us to separate both effects of price and correct for at least one source of endogeneity while being consistent with behavioural theory; this has either been ignored or not treated correctly in previous literature. Moreover, as the model requires only a quality indicator for each alternative to achieve identification, the respondents' burden increases marginally. Our results show that the use of latent variables reduces endogeneity and effectively allows to measure both effects of price separately, obtaining higher significance and correct signs for its parameters.

Effects of price discount on consumers’ perceptions of savings, quality, and value for apparel products: mediating effect of price discount affect

“…The means-end model shows that price influences perceived monetary price; perceived monetary price influences perceived sacrifice and perceived quality. Then perceived sacrifice and perceived quality influence perceived value, which in turn influences purchase intentions.Researchers have applied the price-quality-value model (Monroe and Krishnan 1985) and the means-end chain model (Zeithaml 1988) to explain the effect of price on customers' perceptions and confirmed the relationships proposed in these models (Dodds et al 1991;Palma et al 2016;Rao and Monroe 1989;Suri and Monroe 2003). These studies have consistently shown that there is a positive effect of price on consumers' perceptions of quality.…”

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“…In this sense, hybrid choice models provide the ability to disentangle the causation, mediation, and moderation effects typical of structural equation modelling while having a more accurate dependent variable than a rating-based willingness to purchase. To date the only example of hybrid choice models applied to wine consumer research is the work of Palma et al (2016).…”