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| DC Field | Value | Language |
|---|---|---|
| dc.contributor.author | Geoffrey, Fisher | - |
| dc.contributor.author | Matthew, McGranaghan | - |
| dc.contributor.author | Jura, Liaukonyte | - |
| dc.date.accessioned | 2023-05-12T04:07:06Z | - |
| dc.date.available | 2023-05-12T04:07:06Z | - |
| dc.date.issued | 2023 | - |
| dc.identifier.uri | https://link.springer.com/article/10.1007/s11129-023-09261-0 | - |
| dc.identifier.uri | https://dlib.phenikaa-uni.edu.vn/handle/PNK/8449 | - |
| dc.description | CC BY | vi |
| dc.description.abstract | We introduce the idea of beneficiary framing to the promotion response literature. Two large-scale field experiments (total N = 73,010) in the context of print-at-home coupons show that framing a savings message as affecting a beneficiary (i.e., “save for X”) increases coupon printing and redemptions. This beneficiary framing effect is equivalent to an incremental $0.05 (3.4%) of coupon value. We report eight additional studies (total N = 3,052) to investigate the mechanism, replicability, and role of salience. We find evidence supporting a mental accounting explanation: participants with beneficiary-related budget categories rate beneficiary-framed coupons as more account-relevant and more valuable than non-beneficiary-framed coupons. | vi |
| dc.language.iso | en | vi |
| dc.publisher | Springer | vi |
| dc.subject | Price promotions | vi |
| dc.subject | beneficiary framing | vi |
| dc.title | Price promotions, beneficiary framing, and mental accounting | vi |
| dc.type | Book | vi |
| Appears in Collections | ||
| OER - Kinh tế và Quản lý | ||
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