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Cited by 1,300Consumer Market Behavior and PricingConsumer Behavior and Marketing InfluenceCustomer Service Quality and Loyalty

The DOI matches its Crossref record; 7 of the 7 references it cites were found in a registry or an index.

The Effects of Price-Comparison Advertising on Buyers’ Perceptions of Acquisition Value, Transaction Value, and Behavioral Intentions

Grewal, Dhruv, Monroe, Kent B., Krishnan, R.·1998·Journal of Marketing
DOI 10.1177/002224299806200204
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Abstract

The authors expand and integrate prior price-perceived value models within the context of price comparison advertising. More specifically, the conceptual model explicates the effects of advertised selling and reference prices on buyers’ internal reference prices, perceptions of quality, acquisition value, transaction value, and purchase and search intentions. Two experimental studies test the conceptual model. The results across these two studies, both individually and combined, support the hypothesis that buyers’ internal reference prices are influenced by both advertised selling and reference prices as well as the buyers’ perception of the product's quality. The authors also find that the effect of advertised selling price on buyers’ acquisition value was mediated by their perceptions of transaction value. In addition, the effects of perceived transaction value on buyers’ behavioral intentions were mediated by their acquisition value perceptions. The authors suggest directions for further research and implications for managers.

Overview

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Crossref · 10.1177/002224299806200204

Cites

7 of 7 references verified0 citation errors · 0 not checkable

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Citations

Cites

Show all 7 references

Research works printed but not linked: 55

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Metadata

Authors
Grewal, D., Monroe, K. B., & Krishnan, R.
Affiliations
  • University of Miami (US)
  • University of Illinois Urbana-Champaign (US)
  • California Polytechnic State University (US)
ORCID
Grewal, Dhruv
Venue
Journal of Marketing
Publisher
SAGE Publications
Published
1998-04
Volume
62
Issue
2
Pages
46-59
ISSN
  • 0022-2429 (ISSN-L)
  • 1547-7185
DOI
10.1177/002224299806200204
OpenAlex
W4253828088
Cited by
1,300
References
7
Citations by year
2026: 22 · 2025: 41 · 2024: 48 · 2023: 48 · 2022: 55 · 2021: 86 · 2020: 69 · 2019: 63 · 2018: 76 · 2017: 65 · 2016: 57 · 2015: 83 · 2014: 76 · 2013: 52 · 2012: 52
FWCI
52.71
Type
journal article
Language
en
Open access
closed
Licence
journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)
Locations
Journal of Marketing (publishedVersion)
Topics
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Market Behavior and Pricing
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior and Marketing Influence
  • Social Sciences › Business, Management and Accounting › Marketing › Customer Service Quality and Loyalty
Keywords
internal reference price, acquisition value, transaction value, perceived quality, purchase intention, search intent, reference prices

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