Priced just for me: The role of interpersonal attachment style on consumer responses to customized pricing

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.     

医药收费政策调整对医院经济的影响及对策

通过分析医疗服务项目价格调整和药品价格调整对医院经济的影响,指出了新医疗收费政策在降低患者看病费用负担方面起到了一定作用,是值得肯定的。并探讨了在新收费政策下,医院该如何通过对医院管理和经营策略的调整来应对调价带来的不利影响,提高医院的经济效益。     

Regulatory focus as a predictor of attitudes toward partitioned and combined pricing

Partitioned pricing is a widely used pricing strategy, but little is known about the buyer characteristics that influence its effectiveness. The current research contributes to the pricing literature by investigating the impact of regulatory focus on the perceived attractiveness of partitioned and combined pricing. In four studies, we hypothesized and found support for the idea that promotion focused individuals perceive partitioned prices to be more attractive than combined prices, while prevention focused individuals do not differentiate between the two pricing types. Our results also show that regulatory focus influences consumers' information processing style, which in turn leads to important differences in attitudes towards partitioned and combined pricing. Specifically, promotion focused consumers are more likely to engage in global processing and global processing is linked to preferences for partitioned (versus combined) prices.     

Less willing to pay but more willing to buy: How the elicitation method impacts the valuation of a promotion

Willingness to pay (WTP—how much one is willing to pay for something) and willingness to buy (WTB—whether one is willing to buy something at a given price) are two common methods to elicit valuations and normatively should yield the same valuation order between two options. However, this research finds that WTP and WTB can yield opposite valuation orders between the regular offer and the promotional offer of a product. Specifically, it demonstrate that, (a) if the valuation of a product is only elicited with WTP, consumers value the product less when it is offered with a price promotion than when it is not; (b) if the valuation of a product is only elicited with WTB, consumers value the product more when it is offered with a price promotion than when it is not; and (c) if the valuation of a product is first elicited with WTP and then elicited with WTB, consumers always value the product less when it is offered with a price promotion than when it is not. A value‐inference account is proposed for the above findings, according to which, consumers infer the value of a promoted product differently when the valuation is elicited only with WTP or only with WTB. Theoretically, this research extends prior literature on sales promotion, showing that the valuation of a promotion is subject to the elicitation method. Practically, this research suggests how to help consumers manage their purchase intentions for promoted products.     

Reference point adaptation: Tests in the domain of security trading

According to prospect theory [Kahneman, D., & Tversky, A. (1979). Prospect theory: An analysis of decision under risk, Econometrica, 47, 263–292], gains and losses are measured from a reference point. We attempted to ascertain to what extent the reference point shifts following gains or losses. In questionnaire studies, we asked subjects what stock price today will generate the same utility as a previous change in a stock price. From participants’ responses, we calculated the magnitude of reference point adaptation, which was significantly greater following a gain than following a loss of equivalent size. We also found the asymmetric adaptation of gains and losses persisted when a stock was included within a portfolio rather than being considered individually. In studies using financial incentives within the BDM procedure [Becker, G. M., DeGroot, M. H., & Marschak, J. (1964). Measuring utility by a single-response sequential method. Behavioral Science, 9(3), 226–232], we again noted faster adaptation of the reference point to gains than losses. We related our findings to several aspects of asset pricing and investor behavior.     

Encouraging Prosocial Decisions: The Role of Fairness Salience and Uncertainty

Although the decision to engage in prosocial behavior has received research attention, the literature offers a limited understanding of fairness and uncertainty as antecedents. We propose that one can encourage prosocial decision making simply by invoking the notion of fairness because of its effects on the perceived trustworthiness of the invoking party. We also elucidate the complex role of uncertainty in prosocial decisions in that it has a negative effect while also serving to strengthen the positive effect of fairness salience. Our ideas are tested in two prosocial decision contexts, including participative pricing (i.e., “pay what you want”) and charitable giving. Data from an archival study of a naturally occurring event and two controlled experiments offer support for our arguments. Copyright © 2016 John Wiley & Sons, Ltd.     

The Seller's Sense: Buying–Selling Perspective Affects the Sensitivity to Expected Value Differences

Previous work comparing pricing decisions by buyers and sellers has primarily focused on the endowment effect, the phenomenon that selling prices exceed buying prices. Here, we examine whether pricing decisions by buyers and sellers also vary in sensitivity to differences between objects' expected values (EVs). Both a loss‐aversion account (which posits that losses are weighted more heavily than gains) and a loss‐attention account (which posits increased attention to a task when it involves possible losses) predict that pricing decisions by sellers should exhibit higher sensitivity. The latter, however, additionally predicts that this pattern should only emerge under certain conditions. In studies 1 and 2, we reanalyzed two published datasets in which participants priced monetary lotteries as sellers or buyers. It emerged that sellers showed greater EV sensitivity (defined as the rank correlation between the set price for each lottery and its EV) except in a condition with an extended deliberation time of 15 seconds. In study 3, the buyer–seller difference in EV sensitivity was replicated even when the pricing task was presented repeatedly, while in study 4, it was eliminated when buying and selling trials were randomly mixed. The reduction of the “seller's sense” in long deliberation and mixed trials settings supports an attentional resource‐based account of the differences between sellers and buyers in their EV sensitivity. Copyright © 2016 John Wiley & Sons, Ltd.     

The psychological underpinnings of relative thinking in price comparisons

This article investigates the psychological underpinnings of relative thinking—the tendency of consumers to consider relative savings, and not just absolute savings, in their decisions to search for a deal or purchase an item. We examine how (i) cognitive load, (ii) the affective-richness of the product, and (iii) the consumer's propensity for intuitive decision-making influence relative thinking. As hypothesized, high cognitive load and affect-rich (vs. affect-poor) products, and individual level preference for intuitive decision-making aggravate this behavior. Our results present clear managerial implications along with developing a better understanding of the behavioral foundations of relative thinking.     

Comma N' cents in pricing: The effects of auditory representation encoding on price magnitude perceptions

Numbers and prices can be processed and encoded in three different forms: 1) visual [based on their written form in Arabic numerals (e.g., 72)], 2) verbal [based on spoken word-sounds (e.g., “seventy” and “two”), and 3) analog (based on judgments of relative “size” or amount (e.g., more than 70 but less than 80)]. In this paper, we demonstrate that including commas (e.g., $1599 vs. $1599) and cents (e.g., $1599.85 vs. $1599) in a price's Arabic written form (i.e., how it is perceived visually) can change how the price is encoded and represented verbally in a consumer's memory. In turn, the verbal encoding of a written price can influence assessments of the numerical magnitude of the price. These effects occur because consumers non-consciously perceive that there is a positive relationship between syllabic length and numerical magnitude. Three experiments are presented demonstrating this important effect.     

Enticing for me but unfair to her: Can targeted pricing evoke socially conscious behavior?

Prior research shows that consumers stop purchasing from firms that treat them badly. In this research we show that consumers also resist firms that treat other consumers badly while favoring them. In three experiments, we demonstrate such social consciousness in the context of targeted pricing, where firms offer lower prices to new (versus old) customers. A significant proportion of consumers in our experiments give up money to resist the price-discriminating firm, especially when the discrimination is more salient or is not justified. Further, perceived unfairness mediates the relationship between the salience and justification of the pricing practice and consumer resistance.     

Mix or Match? Consumer Spending Decisions in Conditional Promotions

Conditional multi‐item promotions are a prevalent marketing tactic whereby consumers have to buy a certain number of products to get a discount. This paper examines how framing a multi‐item promotion in terms of savings on multiple items versus a single item (e.g., “buy two, get X% off on both” vs. “buy two, get 2X% off on the cheaper item”) affects consumers’ decision‐making and product choices. Two laboratory studies and a field study at a boutique clothing store demonstrate that the “2X% on cheaper” framing makes consumers more likely to select similarly priced primary and secondary items. This strategy is driven by increased focus on promotional savings under the “2X% on cheaper” framing, which leads consumers to spend more on their secondary items. Overall, this research shows how a subtle change in the framing of multi‐item promotions changes consumers’ product selection strategies and shopping basket composition.     

Optimal trade-offs of multiple factors in transfer pricing problems

Transfer pricing problems have been extensively researched by a number of scholars. It is well recognized that transfer pricing problems have a multiple-criteria (objectives) feature and can be formulated as a model of multiple-criteria linear programming. However, few methods have the capability of dealing with all possible optimal trade-offs of multiple criteria in optimal solutions of the models. In this paper a linear multiple-factor model is developed to provide managers with a more systematic and comprehensive scenario of all possible optimal transfer prices depending on both multiple criteria and multiple constraint levels. The trade-offs of all possible optimal transfer prices can be used as a basis for managers of a corporation to make a high-quality decision in selecting their transfer pricing systems for business competition. © 1998 John Wiley & Sons, Ltd.     

Any Size for a Dollar: The Effect of Any‐Size‐Same‐Price Versus Standard Pricing on Beverage Size Choices

Overconsumption of sugary drinks is linked with obesity. These beverages have been the target of recent public health policies, and, simultaneously, some firms have altered their pricing of such beverages, including charging the same price for all beverage sizes (“any‐size‐same‐price” pricing). We compare the effect of any‐size‐same‐price pricing versus standard pricing on soft drink beverage size choices and further explore the effect of this firm lever under different health‐related policy situations. Overall, we show that any‐size‐same‐price pricing increases consumers’ focus on the value of getting a good financial deal and thereby increases beverage size selections. Further, the allure of any‐size‐same‐price pricing prevents calorie postings from successfully reducing choice of larger sizes as occurs under standard pricing. However, a more graphic health intervention can reduce the appeal of larger sizes under any‐size‐same‐price pricing. Finally, the findings are not moderated by diet versus nondiet beverage selections, indicating that consumers do not perceive the value of larger sizes under any‐size‐same‐price pricing to come from getting more calories. We conclude by discussing how this work can improve the design of public health nutrition policies.     

Demand response management system with discrete time window using supervised learning algorithm

Demand Response (DR) is a key attribute to enhance the operation of smart grid. Demand response improves the performance of the electric power systems and also deals with peak demand issues. Demand Response (DR) implementation for residential consumers is potentially accredited by Home Energy Management System (HEMS). This paper presents an algorithm for home energy management system to shift the schedulable loads in a residential home, that neglects consumer discomfort and minimizes electricity bill of energy consumption using Hourly-Time-Of-Use (HTOU) pricing scheme. Supervised learning algorithm is used in this paper to learn the usage patterns of consumers to allow schedulable appliances at a residential home to autonomously overcome consumer discomfort. Simulation results confirms that the proposed algorithm effectively decreases consumer electricity bill, decreases peak load demand and also avoids consumer discomfort.     

价格框架对不同认知闭合需要者在线动态价格的感知与购买意愿的影响*

采用问卷与实验相结合的方法,以112名大学生为被试,考察价格框架对不同认知闭合需要者在线购物时对动态定价策略下的价格感知与购买意愿的影响。结果发现：（1）相比非动态价格,动态价格条件下消费者感知价格公平感、购买意愿都较低;（2）在打折框架下,高认知闭合需要者对采取动态价格在线购物网站的感知信任显著好于非动态价格,而低认知闭合需要者则相反,说明消费者的价格感知受这三个变量的综合影响;（3）在降价框架下,认知闭合需要与动态价格的交互作用不显著,意味着在线消费者的购买意愿可能受到更多其它因素制约。     

Monologs,Dialogues, Bodies,Words, Silence,Photographs, Death

ABSTRACT

An examination of a clinical case in which severe demands on the analyst were made to bear silence and trauma unprocessable by the analysand. This discussion draws on the work of Coltart and Ferenczi to consider the demands of such work on the analyst. Intergenerational transmissions of trauma are also considered in the understanding of this case.     

Contrast, induction, facilitation, suppression, and conservation

Ten rats received all of their water in daily 1-hr sessions. Following a baseline phase in which lever and water spout were freely available throughout each session, subjects were trained to press the lever for water on mixed schedules composed of two alternating components. Each component gave access to water for a fixed cumulation of drinking time every time the rat cumulated a fixed amount of lever-pressing time. Changes in one component produced contrast and induction effects, both positive and negative, with respect to both lever pressing and drinking in the unchanged component. All schedules facilitated lever pressing relative to baseline. All schedules suppressed drinking relative to baseline, even though contingency sessions allowed ample time to perform the baseline amount of drinking. The entire pattern of results was predicted in quantitative detail by assuming that the total amount of a dimension apportioned to lever pressing and drinking is conserved between baseline and contingency sessions. Conservation theory was shown to predict several effects produced by simple fixed-ratio schedules, and was compared favorably with probability-differential (Premack, 1971) and response-deprivation (Timberlake and Allison, 1974) theory.     

Philosophy,Logic, Science,History

Analytic philosophy is sometimes said to have particularly close connections to logic and to science, and no particularly interesting or close relation to its own history. It is argued here that although the connections to logic and science have been important in the development of analytic philosophy, these connections do not come close to characterizing the nature of analytic philosophy, either as a body of doctrines or as a philosophical method. We will do better to understand analytic philosophy—and its relationship to continental philosophy—if we see it as a historically constructed collection of texts, which define its key problems and concerns. It is true, however, that analytic philosophy has paid little attention to the history of the subject. This is both its strength—since it allows for a distinctive kind of creativity—and its weakness—since ignoring history can encourage a philosophical variety of “normal science.”