Influence of contextual information and past prices on the willingness to pay and expected quality evaluations. Issue 2 (23rd September 2016)

• Record Type: Journal Article
• Authors: Valle, Mauricio A.; Lavin, Jaime F.; Magner, Nicolas S.; Geldes, Cristian E.
• Is Part Of: Journal of consumer behaviour. Volume 16:Issue 2(2017)
• Page Start: 130
• Page End: 144
• Publication Date: 2016-09-23
• Subjects: Consumer behavior -- Periodicals; Motivation research (Marketing) -- Periodicals; 658.834205
• DOI: 10.1002/cb.1604
• Languages: English
• ISSNs: 1472-0817

Abstract

Abstract: This study conducted two experiments to assess consumers' willingness to pay or the expected quality in response to different levels of contradictory contextual information (regarding price and quality) and the presence of anchors in the form of past price paid. First, the results show that the contextual information was decisive in the formation of reference prices that affect the willingness to pay. Second, the anchors did not influence the evaluation of the willingness to pay and the expected quality. And third, it was observed that the coherence of the contextual information (price–quality correlation) performs a moderating role in the relation between reference prices and expected quality. These results suggest that anchors are less important than contextual information in the evaluation process of the willingness to pay and the expected quality, and that therefore neither an adjustment nor a priming mechanism is activated. We found that the coherence of the contextual information influences how individuals evaluate a service. Copyright © 2016 John Wiley & Sons, Ltd.