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Suggestive Selling Anchors With and Without Discounts
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12 per person affect quantity decisions anchor condition anchor values anchor-based promotions anchoring and adjustment baseline sales brand choice Brian Wansink Campbell's Soup chase quantities consumption deal evaluations default anchor display expansion anchor external freezer higher purchase Hoch increase purchase quantities increase sales induce anchoring influence purchase quantity influences quantity decisions intended purchase quantities internal anchor internally generated anchors Irrelevant Anchors irrelevant product quantity judgment process Limit 12 Limit Shipping Carton limit-4 limits e.g. limits increase purchase main effect MANOVA Marketing Science mixed design multiple-unit pricing Neslin no-limit control past purchases POP anchors prices e.g. product quantity values product type purchase incidence purchase limits purchase quantity decisions purchase quantity intentions purchase quantity limits Purchased 10 11 Quaker Oats Quantity Limit Shipping Results and Discussion retailers sales promotion Shipped to stores shoppers single-unit Snapple Snickers Soup stockpiling stores in boxes subjects Suggestive Selling Anchors sumers supermarket Tversky and Kahneman usage versus