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A longitudinal study of the effects of fluctuating prices on behavioural intention

McMahon-Beattie, Una and Palmer, A (2002) A longitudinal study of the effects of fluctuating prices on behavioural intention. In: Proceedings of the Academy of Marketing Conference. Univeraity of Nottingham, Nottingham, pp. 129-141. ISBN ISBN 085358 - 114 - 2 [Book section]

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Abstract

Recent developments in database management have allowed organisations to finely tailor their price/product offer to individual customers. However, this may lead to the perception by customers of unfair treatment where the price that they have paid is perceived as less favourable than the best price being offered by the company. Fairness is an important antecedent of positive customer behavioural intention and an essential element of on-going buyer-seller relationships. The effect of variable pricing on subsequent customer behaviour remains under-researched and is the subject of this paper. Theoretical reasons underlying the apparent conflict between variable pricing and positive behavioural intention are discussed and the preliminary results of an experimental longitudinal study are reported.

Item Type:Book section
Faculties and Schools:Ulster Business School > Department of Hospitality and Tourism Management
Ulster Business School
ID Code:29354
Deposited By: Professor Una McMahon-Beattie
Deposited On:28 Apr 2014 13:17
Last Modified:28 Apr 2014 13:17

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