Replication of Pricing Effects on Brand Choice Behaviour

Abstract

Present data suggest that planned price increases should be carried out gradually in small systematic increments. However, an identical approach would not seem necessary for price reductions. This is the third in a series of related experiments on brand choice behaviour, the major interest of which lies in the effects of introducing and withdrawing a price increase/reduction over a protracted period. The effects of each price change are assessed through the use of an interrupted multiple time‐series design with an equivalent no‐treatment control group. Various extensions to previous research are offered, and it is found that the effects of reduction extend beyond the promotional period. Price increases appear to have an effect on penetration only, but a stronger effect is measured than for a decrease.

Citation

Motes, W.H. (1987), "Replication of Pricing Effects on Brand Choice Behaviour", European Journal of Marketing, Vol. 21 No. 1, pp. 14-25. https://doi.org/10.1108/EUM0000000004675