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The vices and virtues of consumption choices: Price promotion and consumer decision making

Yan, J., Tian, Kun, Heravi, Saeed and Morgan, Peter 2017. The vices and virtues of consumption choices: Price promotion and consumer decision making. Marketing Letters -New York- 28 (3) , pp. 461-475. 10.1007/s11002-017-9421-x

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Abstract

As consumers exhibit relatively more self-control over healthy products by limiting the purchase quantity of vice choices and buying more virtue choices to adhere to healthy-eating goals, a price promotion has a stronger effect on virtue than vice choices of healthy food. In contrast, consumers exhibit relatively less self-control over unhealthy products and evaluate price promotions as a persuasive temptation mechanism; thus, a price promotion has a stronger effect on vice than virtue choices of unhealthy food. The results of the empirical analyses provide support for these hypotheses.

Item Type: Article
Date Type: Publication
Status: Published
Schools: Business (Including Economics)
Publisher: Springer Verlag
ISSN: 0923-0645
Date of First Compliant Deposit: 3 March 2017
Date of Acceptance: 1 March 2017
Last Modified: 04 Jan 2018 00:41
URI: http://orca.cf.ac.uk/id/eprint/98508

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