000			01566pab a2200205 454500
008			140923b0 xxu||||| |||| 00| 0 eng d
040			_cWelingkar Institute of Management Development & Research, Mumbai _aWelingkar Institute of Management Development & Research, Mumbai
041			_aENG
082			_a _bTho
100			_aThomas Manoj
245			_aWhen Internal Reference Prices and Price Expectations Diverge : The Role of Confidence
250			_a3
260			_a _bAug 2007 _c0
300			_a401-409 Pp.
490			_vXLIV
520			_aWhen do internal reference prices differ from articulated price expectations? The authors propose that the internal reference price depends not only on the magnitude of the expected price but also on the confidence associated with this expectation. Four experiments delineate the effects of price expectation and confidence on the internal reference price. In Experiments 1 and 2, the authors manipulate repetition and examine the effects of repetition-induced confidence on price judgments. In Experiments 3 and 4, they manipulate confidence directly to investigate its effects on judgments. The results from all four experiments suggest that consumers with less confidence have higher internal reference prices than more confident consumers, even when they do not differ in their articulated price expectations. The authors discuss the implications of these results for pricing theory.
650			_aPricing, Reference Prices,
856			_uhttp://192.168.6.13/libsuite/mm_files/Articles/AR9313.pdf
906			_a27014
999			_c29199 _d29199