EFFECT OF INITIAL SELLING PRICE ON SUBSEQUENT SALES

被引：61

作者：

DOOB, AN

CARLSMIT.JM

FREEDMAN, JL

机构：

[1] U. Toronto, Ont.

来源：

JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY | 1969年 / 11卷 / 04期

关键词：

initial selling price &; subsequent sales; dissonance theory prediction;

D O I：

10.1037/h0027415

中图分类号：

B84 [心理学];

学科分类号：

04 ; 0402 ;

摘要：

5 field experiments investigated the effect of initial selling price on subsequent sales of common household products. Matched pairs of discount houses sold the same product at either a discounted price or the regular price for a short period of time. The prices were then made the same for all stores. Results were consistent with the prediction from dissonance theory that subsequent sales would be higher where the initial price was high. (PsycINFO Database Record (c) 2006 APA, all rights reserved). © 1969 American Psychological Association.

引用

页码：345 / &