Perceptions of Price Unfairness: Antecedents and Consequences

Campbell, Matthew

doi:10.2307/3152092

Cited by 502 publications

(556 citation statements)

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“…Most research focuses on self/self-comparison (e.g. Campbell, 1999), ignoring self/other-comparison, which is the focus of our study. In methodological terms, our experimental design includes true customers, while most empirical research has focused on student samples as primary sources of data.…”

Section: Resultsmentioning

confidence: 99%

Unfairness in consumer services: Outcomes of differential treatment of new and existing clients

Fernandes

Calamote

2016

Journal of Retailing and Consumer Services

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a b s t r a c tIn a consumption context, there is a growing interest in understanding unfair behaviour of firms towards customers. Our research focuses on unfairness perceptions driven by differential treatment, particularly through price discrimination, i.e. the practice of charging differential prices to different customers. Our purpose is to investigate the consequences of these practices for unfairness perceptions, satisfaction, trust and patronage, showing a dual perspective: the perceptions of new vs existing clients when they face the advantaged or disadvantaged conditions. A survey-based experimental design approach was used. We conclude that unfairness perception is stronger for existing than for new clients, prompting negative attitudinal and behavioural consequences when the former are exposed to disadvantaged conditions in relation to the latter. Our study aims to provide marketers with a perspective on the pitfalls related to differential treatment between present and prospective clients, with implications in terms of design and implementation of customer management strategies.

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Section: Resultsmentioning

confidence: 99%

Unfairness in consumer services: Outcomes of differential treatment of new and existing clients

Fernandes

Calamote

2016

Journal of Retailing and Consumer Services

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“…A seminal paper by Kahneman et al (1986) provides survey evidence that people indeed care about the fairness of prices in buyer-seller relations (see also, e.g., Campbell, 1999;Rotemberg, 2011;Herz and Taubinsky, 2015;. Direct evidence that bidders care about the revenue in an auction setting is found for charity auctions in the lab (e.g.…”

Section: Introductionmentioning

confidence: 99%

Does the Absence of Human Sellers Bias Bidding Behavior in Auction Experiments?

2016

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This paper studies the impact of the presence of human subjects in the role of a seller on bidding in experimental second-price auctions. Overbidding is a robust finding in secondprice auctions, and spite among bidders has been advanced as an explanation. If spite extends to the seller, then the absence of human sellers who receive the auction revenue may bias upwards the bidding behavior in existing experimental auctions. We derive the equilibrium bidding function in a model where bidders have preferences regarding both, the payoffs of other bidders and the seller's revenue. Overbidding is optimal when buyers are spiteful only towards other buyers. However, optimal bids are lower and potentially even truthful when spite extends to the seller. We experimentally test the model predictions by exogenously varying the presence of human subjects in the roles of the seller and competing bidders. We do not detect a systematic effect of the presence of a human seller on overbidding. We conclude that overbidding is not an artefact of the standard experimental implementation of second-price auctions in which human sellers are absent.

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“…Scholars have demonstrated that reputation is a substantial asset (e.g., Campbell 1999;Casalo et al 2007;Jensen and Roy 2008;Roberts and Dowling 2002;Shamsie 2003) and a key factor in achieving corporate success (Kay 1993). As reputational capital (Fombrun 1996), it presents a valuable resource that should be managed by the firm (Barney 2002;Dowling 2004).…”

Section: Corporate Reputationmentioning

confidence: 99%

Linking cause assessment, corporate philanthropy, and corporate reputation

Szőcs

Schlegelmilch

Rusch

et al. 2014

J. of the Acad. Mark. Sci.

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This study analyzes the link between cause assessment, corporate philanthropy, and dimensions of corporate reputation from different stakeholders' perspectives, using balance theory as a conceptual framework and the telecommunications industry in Austria and Egypt as the empirical setting. Findings show that corporate philanthropy can improve perceptions of the corporate reputation dimensions, but the results vary between customers and non-customers and depend on the country setting.2

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Perceptions of Price Unfairness: Antecedents and Consequences

Cited by 502 publications

References 0 publications

Unfairness in consumer services: Outcomes of differential treatment of new and existing clients

Unfairness in consumer services: Outcomes of differential treatment of new and existing clients

Does the Absence of Human Sellers Bias Bidding Behavior in Auction Experiments?

Linking cause assessment, corporate philanthropy, and corporate reputation

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