Author
Rajesh Kumar Sinha
Bio: Rajesh Kumar Sinha is an academic researcher from Indian Institute of Management Indore. The author has contributed to research in topics: Payment & Mid price. The author has an hindex of 2, co-authored 3 publications receiving 11 citations.
Topics: Payment, Mid price, Advance payment, Reservation price
Papers
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TL;DR: In this article, the authors investigate the influence of advertised reference price and sales price as anchor points on the latitude of expected price, and subsequently on purchase intention (PI) in a situation where price estimation task is a non-thoughtful process.
Abstract: Purpose
This paper aims to investigate the influence of advertised reference price (ARP) and sales price (SP) as anchor points on the latitude of expected price, and subsequently on purchase intention (PI). The research involves the theoretical lens of selective anchoring mechanism, which allows investigation of the influence of ARP and SP in a situation where price estimation task is a “non-thoughtful processes”.
Design/methodology/approach
On the basis of quasi-experimental design, the study involves intercept survey of 142 shoppers.
Findings
The study finds that due to anchoring effect, the highest and the lowest expected prices shift toward ARP and SP, respectively. Consequently, it influences the latitude of expected price, which in turn influences purchase intention. In addition, the study proposes and tests a method to forecast expansion and contraction of the latitude of expected price.
Research limitations/implications
It suggests a new mechanism to understand the simultaneous influence of ARP and SP, provides a mechanism to understand shifts in price latitude’s end-points and investigates a phenomenon with two externally provided anchors.
Practical implications
The study highlights the role of the latitude of expected price in understanding consumers’ response. Results suggest that a plausible ARP, when joined with an above-expectation SP, can fetch better consumer responses.
Originality/value
The study uniquely investigates a problem with two anchor points and two estimation targets, and proposes a construct of internal price uncertainty (IPU).
12 citations
TL;DR: In this article, the authors proposed time value of money and transaction cost as two underpinning factors to model prepaid services, and showed that it is profitable for a seller to promote higher amounts of prepaid purchases through discounts, but within a limit imposed by the rate of marginal cost of servicing, which will result in purchase-amountstickiness behavior of buyers.
4 citations
TL;DR: In this article, a CAPM-based risk management metric for mitigating temperature linked variation in demand was proposed, based on the observed non-uniform sensitivity levels suggest that consumers tend to associate weather conditions with corresponding usage benefits, and that association is richer in case of higher usage levels.
2 citations
Cited by
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07 Jul 2008
TL;DR: In this paper, the influence of daily weather variations on daily ski lift ticket sales at two Michigan ski resorts appeared to be the first of their kind, and the regression models developed could be used by outdoor recreation and tourism providers for both short-term decision making and longer-term planning and management activities, in particular those involving consideration of climate change and potential adaptation strategies.
Abstract: Skiing heavily relies on specific weather and environmental conditions to make participation both feasible and enjoyable. The lack of published research on the relationships among ski activity, weather, and climate is, therefore, surprising, especially in light of mounting evidence regarding climate change. The analyses of the influence of daily weather variations on daily ski lift ticket sales at two Michigan ski resorts presented here appear to be the first of their kind. Results suggest that weather variables such as minimum and maximum temperature, snow depth, and wind chill do indeed have a statistically significant impact on downhill ski lift ticket sales. The regression models developed could be used by outdoor recreation and tourism providers for both short-term decision making and longer-term planning and management activities, in particular those involving consideration of climate change and potential adaptation strategies.
140 citations
Journal Article•
TL;DR: The authors found that physical coldness activated a need for psychological warmth, which in turn leads to an increased liking for romance movies, and showed that people correct for the influence of physicalcoldness on their liking of romance movies when physically coldness is made salient.
Abstract: Are romance movies more desirable when people are cold? Building on research on (bodily) feeling-as-information and embodied cognition, we hypothesize that physical coldness activates a need for psychological warmth, which in turn leads to an increased liking for romance movies. Four laboratory experiments and an analysis of online movie rental data provide support for our hypothesis. Specifically, studies 1A and 1B show that physical coldness increases the liking of and willingness to pay for romance movies. Study 2 shows that the effect of physical coldness on liking of romance movies only occurs for people who associate romance movies with psychological warmth. Study 3 shows that people correct for the influence of physical coldness on their liking of romance movies when physical coldness is made salient. In study 4, using data on online movie rentals and historical temperature, we found a negative relationship between weather temperature and preference for romance movies.
65 citations
TL;DR: A market survey in Taiwan developing a data mining analytics including clustering analysis and association rules based on a snowflake schema database design is investigated, determining the role of mobile payment is determined in terms of new retail payment mechanism that promotes a better consumer purchase experience in an online to offline business environment.
37 citations
TL;DR: It is indicated that a negatively framed message induces a more favorable attitude and purchase intention than a positively framed message, a low anchor price is more favorable than a high one, and the interaction effect of framing and anchoring is not significant at the 1% level.
Abstract: This article explores consumers' attitude toward and purchase intention of organic food regarding the influence of the framing effect and anchoring effect and the role of knowledge. Our findings suggest that whether message framing describes the benefits of buying organic food or the loss resulting from a failure to buy organic food, significantly influences consumers' attitude and purchase intention. In addition, presenting an anchor price in advertisements also significantly influences consumers' judgment. These results indicate that a negatively framed message induces a more favorable attitude and purchase intention than a positively framed message, a low anchor price is more favorable than a high one, and the interaction effect of framing and anchoring is not significant at the 1% level. Finally, consumers with less organic food knowledge are more susceptible to framing and anchoring effects. These results provide suggestions for appropriate message framing and price anchoring to enhance consumption within the organic industry.
29 citations
TL;DR: In this paper , the authors examined the impacts of two promotional factors, namely incentive type and promotion timing, on consumers' intentions to purchase prepaid services and found that a discount (vs. a bonus) is more effective in enhancing consumers' purchase intentions, given higher associated levels of perceived incentive value.
6 citations