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Indian Journal of Marketing

ISSN: 0973-8703 Frequency: Monthly Peer Review: Double-blind Published since: 1968 Language: English
A publication of AMCPL
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New Delhi, India
Indexed in: Scopus Q3 UGC-CARE Group II ABDC: C Google Scholar J-Gate NAAS NISCAIR Crossref

Original Article

Open Access Original Article

Choice Determination Under Various Price Offer Frames

Rajesh Deshpande1

1 Visiting Professor for Pricing and Quantitative Models in Marketing & Finance, Symbiosis Institute of International Business, Pune (Part of Symbiosis International University) , G. No. 174/1, Taluka Mulshi, Hinjawadi, Pune - 411 057, Maharashtra

Volume 46
Issue 12
Pages 53–60
Year 2016
Received: March 12, 2016 Accepted: Nov. 4, 2016 Published: Dec. 1, 2016
Abstract

Studies on prices have indicated varied learning of human behaviour in terms of how buyers perceive prices of products individually and how they think about prices when offered to them in a frame with some price offer combinations. Empirical studies have demonstrated that a buyer is likely to change his/her acceptance of a product due to not only the change in the price of the desired product, but also in part due to the change of prices of other products in a price frame. The buyer may even alter his/her preference in case the options to choose from increase or decrease in a given frame. A significant area of contribution to this subject has been done by Prospect Theory (PT), which highlights the impact of the reference point's influence. The reference point enables a decision maker to evaluate the outcomes of his/her decision, that is, is the decision increasing my gains or reducing my losses ? Changes of frames, therefore, in substance alter a decision maker's choice. This, as the PT concept suggests, is due to the fact that the position of a consumer to assess losses and gains alters within each frame.

Keywords Price Frames Decision Making Utility Preferences Choice Referent Product Subject Product Preferment Effect
How to Cite

Rajesh Deshpande (2016). Choice Determination Under Various Price Offer Frames. Indian Journal of Marketing, 46(12), 53–60. https://doi.org/10.17010/ijom/2016/v46/i12/106749

References
  1. Kahneman, D., & Tversky, A. (1979). Prospect theory: An analysis of decision under risk. Econometrica, 47 (2), 263-292. DOI: 10.2307/1914185
  2. Shoemaker, S. (2005). Pricing and the consumer. Journal of Revenue and Pricing Management, 4 (3), 228 - 236.
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