Perreault−McCarthy: Basic
Marketing: A
Global−Managerial
Approach, 14/e
Back Matter Notes © The McGraw−Hill
Companies, 2002Notes 803Survey Technique to Measure Demand under Various Pricing Strategies,”
Journal of Marketing,July 1975, pp. 75–77; or Gordon A. Wyner, Lois H.
Benedetti, and Bart M. Trapp, “Measuring the Quantity and Mix of
Product Demand,” Journal of Marketing,Winter 1984, pp. 101–9. See
also Michael H. Morris and Mary L. Joyce, “How Marketers Evaluate
Price Sensitivity,” Industrial Marketing Management,May, 1988, pp.
169–76.David E. Griffith and Roland T. Rust, “The Price of Competi-
tiveness in Competitive Pricing,” Journal of the Academy of Marketing
Science, Spring 1997, pp. 109–16; Robert J. Dolan, “How Do You Know
When the Price Is Right?” Harvard Business Review, September
1995–October 1995, pp. 174–83; S. C. Choi, “Price Competition in a
Duopoly Common Retailer Channel,” Journal of Retailing, Summer 1996,
pp. 117–35.
8.“Latest Supermarket Special—Gasoline,” The Wall Street Journal,
April 30, 2001, p. B1ff.; “Who Really Needs a Pentium 4?” Fortune, Janu-
ary 8, 2001, pp. 217–18; “Extra $75 a Month Helps the Medicine Go
Down,” USA Today, October 30, 2000, p. 1Bff.; “Marriott International:
A Hotel That Clicks with Guests,” Business Week E.Biz, September 18,
2000, p. EB58; “The Paradox of Value,” Brandweek, June 5, 2000, pp.
40–56; Watts Wacker and Jim Taylor, The Visionary’s Handbook: Nine
Paradoxes That Will Shape the Future of Your Business (HarperCollins,
2000); “Selling Pears at $5 a Pound,” USA Today, December 3, 1999, p.
1Bff.; “How Low Should They Go?” The Wall Street Journal,November
22, 1999, p. R20ff.; “Your Room Costs $250... No! $200... No...,”
The Wall Street Journal,May 5, 1999, p. B1ff. See also Dhruv Grewal,
Kent B. Monroe, and R. Krishnan, “The Effects of Price-Comparison
Advertising on Buyers’ Perceptions of Acquisition Value, Transaction
Value, and Behavioral Intentions,” Journal of Marketing, April 1998, pp.
46–59; John T. Gourville, “Pennies-a-Day: The Effect of Temporal
Reframing on Transaction Evaluation,” Journal of Consumer Research,
March 1998, pp. 395–408; Joel E. Urbany, Rosemary Kalapurakal, and
Peter R. Dickson, “Price Search in the Retail Grocery Market,” Journal of
Marketing, April 1996, pp. 91–104; Venkatesh Shankar and Lakshman
Krishnamurthi, “Relating Price Sensitivity to Retailer Promotional Vari-
ables and Pricing Policy: An Empirical Analysis,” Journal of Retailing, Fall
1996, pp. 249–72; Chakravarthi Narasimhan, Scott A. Neslin, and Sub-
rata K. Sen, “Promotional Elasticities and Category Characteristics,”
Journal of Marketing, April 1996, pp. 17–30; K. Sivakumar and S. P. Raj,
“Quality Tier Competition: How Price Change Influences Brand Choice
and Category Choice,” Journal of Marketing, July 1997, pp. 71–84.
9.“Fram Pays Up Now,” Brandweek, July 20, 1998, pp. 16–17; “New
Long-Life Bulbs May Lose Brilliance in a Crowded Market,” The Wall
Street Journal,June 2, 1992, p. B4; Benson P. Shapiro and Barbara P.
Jackson, “Industrial Pricing to Meet Customer Needs,” Harvard Business
Review,November–December 1978, pp. 119–27; “The Race to the $10
Light Bulb,” Business Week,May 19, 1980, p. 124; see also Michael H.
Morris and Donald A. Fuller, “Pricing an Industrial Service,” Industrial
Marketing Management,May 1989, pp. 139–46.
10.“Good-Bye to Fixed Pricing?” Business Week,May 4, 1998, pp.
71–84.
11.Thomas T. Nagle, The Strategy and Tactics of Pricing(Englewood
Cliffs, NJ: Prentice-Hall, 2001), pp. 249–55; Hooman Estelami, “The
Impact of Research Design on Consumer Price Recall Accuracy: An
Integrative Review,” Journal of the Academy of Marketing Science, Winter
2001, pp. 36–50; Richard A. Briesch, Lakshman Krishnamurthi, Tridib
Mazumdar, and S. P. Raj, “A Comparative Analysis of Reference Price
Models,” Journal of Consumer Research, September 1997, pp. 202–14;
Tracy A. Suter and Scot Burton, “Believability and Consumer Percep-
tions of Implausible Reference Prices in Retail Advertisements,”
Psychology & Marketing, January 1996, pp. 37–54; K. N. Rajendran and
Gerard J. Tellis, “Contextual and Temporal Components of Reference
Price,” Journal of Marketing, January 1994, pp. 22–34; Abhijit Biswas,
Elizabeth J. Wilson, and Jane W. Licata, “Reference Pricing Studies in
Marketing: A Synthesis of Research Results,” Journal of Business
Research,July 1993, pp. 239–56; Daniel S. Putler, “Incorporating Refer-
ence Price Effects into a Theory of Consumer Choice,” MarketingScience,Summer 1992, pp. 287–309; Kristina D. Frankenberger and
Ruiming Liu, “Does Consumer Knowledge Affect Consumer Responses
to Advertised Reference Price Claims?” Psychology & Marketing,
May/June 1994, pp. 235–52; Tridib Mazumdar and Kent B. Monroe,
“Effects of Inter-store and In-store Price Comparison on Price Recall
Accuracy and Confidence,” Journal of Retailing,Spring 1992, pp. 66–89.
12.For an example applied to a high-price item, see “Sale of Mink
Coats Strays a Fur Piece from the Expected,” The Wall Street Journal,
March 21, 1980, p. 30.
13.Noel M. Noel and Nessim Hanna, “Benchmarking Consumer Per-
ceptions of Product Quality With Price: An Exploration,” Psychology &
Marketing, September 1996, pp. 591–604; Niraj Dawar and Philip Parker,
“Marketing Universals: Consumers’ Use of Brand Name, Price, Physical
Appearance, and Retailer Reputation As Signals of Product Quality,”
Journal of Marketing, April 1994, pp. 81–95; Tung-Zong Chang and
Albert R. Wildt, “Impact of Product Information on the Use of Price As
a Quality Cue,” Psychology & Marketing, January 1996, pp. 55–75; B. P.
Shapiro, “The Psychology of Pricing,” Harvard Business Review,
July–August 1968, pp. 14–24; Lutz Hildebrandt, “The Analysis of Price
Competition Between Corporate Brands,” International Journal of
Research in Marketing, June 2001, p. 139.
14.Robert M. Schindler and Patrick N. Kirby, “Patterns of Rightmost
Digits Used in Advertised Prices: Implications for Nine-Ending Effects,”
Journal of Consumer Research, September 1997, pp. 192–201; Mark Stiv-
ing and Russell S. Winer, “An Empirical Analysis of Price Endings With
Scanner Data,” Journal of Consumer Research, June 1997, pp. 57–67;
Robert M. Schindler and Alan R. Wiman, “Effects of Odd Pricing on
Price Recall,” Journal of Business Research,November 1989, pp. 165–78.
15.“Keeping the Cachet,” The Wall Street Journal,April 23, 2001, p.
R28; “Luxury Sites Get Scrappy,” The Wall Street Journal,December 4,
2000, p. B1ff.; “Online Luxury Has Limits,” Business Week E.Biz, Sep-
tember 18, 2000, p. EB24; “Special Report: Luxury Marketing,”
Advertising Age, August 14, 2000, pp. S1–14; “The Galloping Gourmet
Chocolate,” Brandweek, July 31, 2000, pp. 32–37. See also Rebecca Piirto
Heath, “Life on Easy Street,” American Demographics,April 1997, pp.
33–38; K. M. Monroe and S. Petroshius, “Buyers’ Subjective Perceptions
of Price: An Update of the Evidence,” in Perspectives in Consumer Behav-
ior,ed. T. Robertson and H. Kassarjian (Glenview, IL: Scott Foresman,
1981), pp. 43–55; G. Dean Kortge and Patrick A. Okonkwo, “Perceived
Value Approach to Pricing,” Industrial Marketing Management,May 1993,
pp. 133–40; Valarie A. Zeithaml, “Consumer Perceptions of Price, Qual-
ity, And Value: A Means-End Model and Synthesis of Evidence,” Journal
of Marketing,July 1988, pp. 2–22.
16.“Combatting a Fading Signal,” Brandweek, November 27, 2000, pp.
37–42; “Why ‘Bundling’ Its Consumer Services Hasn’t Benefited AT&T,”
The Wall Street Journal,October 24, 2000, p. B1ff.; “Soda Marketers Pour
Out Fast-Feeding Frenzy of Ads,” Advertising Age, September 11, 2000, p.
14; “PeoplePC Taps 9-Year-Old to Front $40 Mil Campaign,” Advertising
Age, May 8, 2000, p. 1ff.; Andrea Ovans, “Make a Bundle Bundling,”
Harvard Business Review, November–December 1997, pp. 18–20; Preyas
S. Desai and Kannan Srinivasan, “Aggregate Versus Product-Specific
Pricing: Implications for Franchise and Traditional Channels,” Journal of
Retailing, Winter 1996, pp. 357–82; Manjit S. Yadav and Kent B. Mon-
roe, “How Buyers Perceive Savings in a Bundle Price: An Examination
of a Bundle’s Transaction Value,” Journal of Marketing Research,August
1993, pp. 350–58; Dorothy Paun, “When to Bundle or Unbundle Prod-
ucts,” Industrial Marketing Management,February 1993, pp. 29–34.
17.Peter E. Connor and Robert K. Hopkins, “Cost Plus What? The
Importance of Accurate Profit Calculations in Cost-Plus Agreements,”
International Journal of Purchasing & Materials Management, Spring 1997,
pp. 35–40; Daniel T. Ostas, “Ethics of Contract Pricing,” Journal of Busi-
ness Ethics,February 1992, pp. 137–46; J. Steve Davis, “Ethical Problems
in Competitive Bidding: The Paradyne Case,” Business and Professional
Ethics Journal,7, no. 2 (1988), pp. 3–26; David T. Levy, “Guaranteed
Pricing in Industrial Purchases: Making Use of Markets in Contractual