There are a number of consumer behaviour theories regarding the importance of the first stimulus and of a reference point in buying decision-making. However, there not many empirical analyses, and they usually considers only hypothetical situations and payoffs. This paper aims to fill the gap providing an empirical analysis for the effects of presentation order, using data collected in a natural setting. Two different desk computers are considered and evaluated along the perceptions of price, quality, and price-quality relationship; evaluations are compared when the presentation order changes. The results confirm the first alternative is more likely to be preferred; however, presentation order effects are not the same for all elements and show a relative rigidity for price perception. Managerial implications and issues for future research are highlighted.

Effects of Presentation Order on Product Evaluation: an Empirical Analysis

D. Scarpi
2004

Abstract

There are a number of consumer behaviour theories regarding the importance of the first stimulus and of a reference point in buying decision-making. However, there not many empirical analyses, and they usually considers only hypothetical situations and payoffs. This paper aims to fill the gap providing an empirical analysis for the effects of presentation order, using data collected in a natural setting. Two different desk computers are considered and evaluated along the perceptions of price, quality, and price-quality relationship; evaluations are compared when the presentation order changes. The results confirm the first alternative is more likely to be preferred; however, presentation order effects are not the same for all elements and show a relative rigidity for price perception. Managerial implications and issues for future research are highlighted.
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Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/11585/6298
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