A meta-analysis of the impact of price presentation on perceived savings

Pricing is one of the most crucial determinants of sales. Besides the actual price, how the price offering is presented to consumers also affects consumer evaluation of the product offering. Many studies focus on “price framing,” i.e., how the offer is communicated to the consumer —is the offered price given along with a reference price, is the reference price plausible, is a price deal communicated in dollar or percentage terms. Other studies focus on “situational effects,” e.g., is the evaluation for a national brand or a private brand, is it within a discount store or a specialty store. In this article, a meta-analysis of 20 published articles in marketing examines the effects of price frames and situations on perceived savings. The results reveal many features that significantly influence perceived savings. For instance, while both the percent of deal and the amount of deal positively influence perceived deal savings, deal percent has more impact. Further, the presence of a regular price as an external reference price enhances the offer value of large plausible deal and implausible deals, but not of small plausible deals. Thus, high value deals should announce the regular price, but not low value deals. Overall, the results have several useful insights for designing promotions.     

Exponents of multiattribute models

The effect of different exponents on the predictive ability of multiattribute models is examined. Survey data on 1202 individuals concerning their preferences for television shows is analyzed. The results indicate that the optimal power is not 1, and that consequently it may be somewhat more advantageous to improve on an already strong attribute than on relatively weak ones.     

Outsourcing and skill-specific employment in a small economy: Austria after the fall of the Iron Curtain

We set up a model, in which firms in a small industrializedcountry outsource part of their production to a foreign economy,which is rich in low-skilled labour. We analyse, how a declinein trade costs affects outsourcing activities and the productionstructure in the small economy. A stimulation of cross-borderoutsourcing raises wage dispersion and, if labour markets areunionized, also the employment of high-skilled relative to low-skilledlabour. Using a panel of Austrian industries, we find, first,that decreasing trade barriers—as observed after the fallof the Iron Curtain—indeed stimulate outsourcing to Centraland Eastern Europe and the former Soviet Union, and, second,that outsourcing to these countries significantly shifts relativeemployment in favour of high-skilled labour.     

Integrated enterprise management: a look at the functions, the enterprise, and the environment--can you see the difference?

The performance of an organization is paced by its use of resources, including its ability to acquire, access, and use knowledge. A high-performance organization, more than likely, has structured its resources around process linkages and is characterized by a horizontal organization chart, teams and teamwork, empowerment, and operational excellence. Organizational researchers hypothesize that performance improves with fuzzy internal boundaries, cross-functional participation, and goals anchored in the interests of customers and other external stakeholders. This article looks at the competitive need for more integration of resources and greater sharing of knowledge, the integrated nature of work within emerging types of organizations, how expanded views can improve the marketplace centering of processes and individuals, and how combining a model of integration and individual work challenges thinking and actions in the new environment.     

… Und sie bewegt sich doch! Ein blick in Geschichte und Gegenwart der Personenversicherungsmathematik

Contrary to non-life insurance mathematics, to mathematical risk theory and, in particular, to mathematical finance, life insurance mathematics is often viewed as static, impressed by long term regulation and administrative supervision of insurance markets in many countries, in short: as a scientifically not very attractive part of actuarial mathematics. With this paper, we want to point out that this is a prejudice. For this, the reader’s attention is drawn to the time when life insurance mathematics started to move, to the 17th century, in particular to the birth and prime of modern life insurance in the then absolutistic France and in the Netherlands. We try to indicate, which needs of the society gave rise to this development and which ?mathematical needs“ came up as a consequence. In the most important fields (mathematical finance, mathematical modelling of the biometric risk, actuarial modelling) we draw a line from there to modern developments.     

Forthcoming papers

Review of quantitative finance and accounting

Forthcoming papers