Priced just for me: The role of interpersonal attachment style on consumer responses to customized pricing |
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| Authors: | Meredith E. David William O. Bearden Kelly L. Haws |
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| Affiliation: | 1. Hankamer School of Business, Baylor University, Waco, TX;2. Business Emeritus, Moore School of Business, University of South Carolina, Columbia, SC;3. Owen Graduate School of Management, Vanderbilt University, Nashville, TN |
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| Abstract: | Customized pricing is an increasing phenomenon in the marketplace, but little is known about factors influencing consumer responses to customized pricing. The present paper seeks to gain an understanding of how, why, and when this emerging pricing mechanism may offer benefits. Specifically, this research focuses on how consumers respond to customized pricing tactics and, more specifically, on how interpersonal attachment orientations impact consumers' responses to prices offered in the presence of a customized pricing program. The results of 3 studies suggest that customized pricing programs likely create an expectation for a discounted price among securely attached individuals, such that these consumers are dissatisfied paying the shelf price in the presence of a customized pricing program. Overall, the results provide evidence that, although customized pricing programs are often used to enhance consumer evaluations, they may not always be effective. This paper advances prior research by integrating important considerations for both pricing and customization strategies based on individual and situational differences in attachment orientations. |
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| Keywords: | attachment anxiety consumer response to customized pricing individualized pricing interpersonal attachment style |
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