Consumer decision making: A model of the effects of involvement, source credibility, and location on the size of the price difference required to induce consumers to change suppliers

A model is presented for analyzing the effects of involvement, source credibility, and location on consumers' reactions to price changes. The model is based on a schema proposed by Jacoby and Olson (1977) to explain consumers' reactions to price. Evidence is presented that strongly indicat...

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Bibliographic Details
Published inPsychology & marketing Vol. 9; no. 3; pp. 191 - 208
Main Authors Gotlieb, Jerry B., Schlacter, John L., Louis, Robert D. St
Format Journal Article
LanguageEnglish
Published New York Wiley Subscription Services, Inc., A Wiley Company 01.05.1992
Van Nostrand Reinhold
Wiley Periodicals Inc
Subjects
Consumer attitudes
Consumer behavior
Consumers
Credibility
Impacts
Motivation
Price level changes
Statistical analysis
United States > US
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Summary:A model is presented for analyzing the effects of involvement, source credibility, and location on consumers' reactions to price changes. The model is based on a schema proposed by Jacoby and Olson (1977) to explain consumers' reactions to price. Evidence is presented that strongly indicates that involvement, source credibility, and location importantly affect the size of the price change required to motivate consumers to switch suppliers.
Bibliography:ark:/67375/WNG-MJFVTFHJ-N
istex:AA266F220E15A4D00522A93D641E1F078D707390
ArticleID:MAR4220090303
ISSN:0742-6046
1520-6793
DOI:10.1002/mar.4220090303