Journal article

The Effect of Correlation between Price and Quality on Consumer Choice.

Gilliland S, Heckler S, Jagacinski C, Puto C, Depart- P, Ordóñez L ...see all

Organizational behavior and human decision processes, vol. 75, issue 3 (1998) pp. 258-273

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Abstract

According to the price-expectancy model of consumer choice, consumers evaluate products by comparing the actual price with a reference or expected price determined from (a) product's quality and (b) the price-quality correlation of the product category. Choices between hypothetical products of beer are used to test the model against a model without a reference price. Consistent with the price-expectancy model, product preferences varied with the subjective correlation between price and quality: the relative preference for higher priced/higher quality products over lower priced/lower quality products increased as the subjective correlation increased. For some pairs, the correlation between price and quality created a preference reversal across contexts: the higher priced/higher quality product was chosen over the lower priced/lower quality product in the higher correlational context, but the lower priced/lower quality product was chosen over the higher priced/higher quality product in the lower correlational context. An additional study provided evidence that the price-quality correlation affects reference price, rather than reference quality, formation. Copyright 1998 Academic Press.

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Authors

  • Stephen Gilliland

  • Susan Heckler

  • Carolyn Jagacinski

  • Chris Puto

  • Policy Depart-

  • Ld Ordóñez

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