Nudging generosity in consumer elective pricing

Saccardo, Silvia; Li, Charis X.; Samek, Anya; Gneezy, Ayelet

doi:10.1016/j.obhdp.2020.01.009

Cited by 11 publications

(17 citation statements)

References 60 publications

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“…Findings demonstrate that even in situations when ERP does not lead to positive purchase decisions, they might favourably impact seller price image dimensions. Examination of ERP salience operationalised through font size also broadens new avenues of research concerning ERP presentation (Saccardo et al, 2020). In future, scholars should inspect other factors that could influence ERP at the seller and store level, like satisfaction, price consciousness and product involvement (Gerpott, 2017;Weisstein et al, 2019;Gross et al, 2020).…”

Section: Theoretical Implicationsmentioning

confidence: 99%

Examining the impact of external reference prices on seller price image dimensions and purchase intentions in pay what you want (PWYW)

Rai

Narwal

2021

APJML

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PurposePay what you want (PWYW) is a participative pricing mechanism that permits customers complete freedom to choose prices. PWYW literature reports the influence of external reference price (ERP) on customers' price decisions and payments. The current research examines the influence of ERP presence, salience and understanding at the seller level by analysing customers' perceptions of seller price image dimensions and purchase intentions.Design/methodology/approachStudy 1 tests the impact of ERP presence and salience in controlled lab settings while Study 2 takes this investigation further by including the moderating effect of ERP understanding on seller price image dimensions and purchase intentions in online settings.FindingsResults illustrate the positive impact of ERP presence on all seller price image dimensions excluding the perceived price level. Perceived price fairness mediates the impact of ERP presence on perceived value. ERP salience positively impacts price processability. ERP presence and salience attached to it positively impact customers' purchase intentions through seller price image dimensions.Originality/valueThis is possibly the first paper to investigate the ERP effect on seller price image dimensions in a PWYW context that lacks fixed posted prices.

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Section: Theoretical Implicationsmentioning

confidence: 99%

Examining the impact of external reference prices on seller price image dimensions and purchase intentions in pay what you want (PWYW)

Rai

Narwal

2021

APJML

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“…We conducted a small meta-analysis of the studies on the psychological consequences of the relationships mode conducted by Saccardo, Li, Samek, and Gneezy (2015), Johnson and Grimm (2010) and Aggarwal (2004), and found a medium effect of such a manipulation (Hedge's g = 0.804). A priori power analyses using G*Power (Faul, Erdfelder, Lang, & Buchner, 2007) revealed that,…”

Section: Participants and Designmentioning

confidence: 99%

Market mindset impacts moral decisions: The exposure to market relationships makes moral choices more utilitarian by means of proportional thinking

Zaleśkiewicz

Gąsiorowska

Kuźmińska

et al. 2020

Euro J Social Psych

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We show that exposure to market relationships increases people's tendency to make utilitarian moral choices by means of proportional thinking-the definitional feature of the market mindset. In Experiment 1, participants primed with market relationships made more utilitarian choices in both the trolley and the footbridge dilemmas. In Experiment 2, priming market mindset led to more utilitarian moral choices and to greater focus on the proportion of survivors to victims. Experiment 3 showed that the effect of market mindset on utilitarian choices held only when the numbers of potential deaths and saved lives were clearly specified. A preregistered Experiment 4 demonstrated that the motivation to use proportional thinking mediates the relationship between market mindset and making utilitarian choices. Experiment 5, also preregistered, showed that the main effect we demonstrated is not due to suppressed emotions and that proportional thinking increases utilitarian choices as part of a broader orientation on rationality. K E Y W O R D S market mindset, moral choices, proportional thinking, utilitarian choices | 1501 MARKET MINDSET IMPACTS MORAL DECISIONS directed towards calculating and acting in accord with ratios or rates (Fiske, 2004; Rai & Fiske, 2011). 1.1 | Moral judgment and choice: Utilitarianism versus deontology When investigating moral judgment and decision-making, both philosophy and psychology often refer to the dual-process approach (Greene, 2007, 2014). This framework differentiates between deontology, which states that morality of an action depends on the intrinsic nature of human actions regardless of their consequences (Kant, 1785/1959) and utilitarianism or consequentialism, which implies that morality of different actions is determined by their outcomes (Mill, 1861/1998). Proponents of the utilitarian position argue that moral decision-making should always lead to the best overall consequences for all concerned (Conway, Goldstein-Greenwood, Polacek, & Greene, 2018). Even though the tension between these two approaches has, for many years, been at the heart of the philosophical debate, it is also of great importance from the standpoint of social psychology (Bartels, 2008; Greene, 2007). It concerns not only rather abstract and rare dilemmas such as whether to kill one person in order to save several others (Thomson, 1976), but also more practical, daily-life problems such as whether to fire a small group of workers during a recession to lower costs and save jobs for a larger group of employees. Several years ago, Greene, Sommerville, Nystrom, Darley, and Cohen (2001) proposed a theoretical model that aimed to explain why, in some situations, people employ deontological reasoning, while in others they turn towards the utilitarian orientation (see

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“…The duration of the effects of 1s waiting time in this study remains unclear. Therefore, further investigations of this issue are needed in future research (e.g., conducting follow-up studies; see also 36,37).…”

Section: Discussionmentioning

confidence: 99%

“One-second wait”: A simple and effective intervention to boost judgment accuracy

Shirasuna¹,

Kagawa²,

Honda³

2023

Preprint

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Today, an increasing number of people work online. However, they are often separated from each other or often drop out of tasks due to workload, and sometimes do not perform the task well (e.g., making incorrect judgments). Therefore, there is a growing need for an intervention to ensure the job performance of distributed workers. In this study, we propose a simple and cost-effective intervention to improve judgment accuracy, namely, making people wait for one second at the beginning of a task. We examined whether inserting a short time (e.g., one second) during which people cannot respond to a task enhances an appropriate allocation of cognitive resources into thinking tasks. Through behavioral experiments using a perceptual binary-choice task, we found that participants who waited for 1s showed higher accuracy than those assigned to a control group (i.e., waited for 0s) and felt less mental workload than those who waited for 2.5s. Furthermore, analyses of mouse trajectories during choice behaviors revealed that a waiting time helped participants avoid impulsive or “straight” movements. These results suggest that waiting for one second is an effective intervention to boost people’s competence regarding judgments. We believe that our proposed intervention can be applied in various fields because of its simplicity.

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Nudging generosity in consumer elective pricing

Cited by 11 publications

References 60 publications

Examining the impact of external reference prices on seller price image dimensions and purchase intentions in pay what you want (PWYW)

Examining the impact of external reference prices on seller price image dimensions and purchase intentions in pay what you want (PWYW)

Market mindset impacts moral decisions: The exposure to market relationships makes moral choices more utilitarian by means of proportional thinking

“One-second wait”: A simple and effective intervention to boost judgment accuracy

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