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doi:10.1016/j.jbusres.2006.09.013    
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Copyright © 2006 Elsevier Inc. All rights reserved.

An information processing review of the subjective value of money and pricesstar, open

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Priya Raghubira, E-mail The Corresponding Author

aHaas School of Business, University of California at Berkeley, Berkeley, CA 94720-1900, USA


Accepted 7 June 2006. 
Available online 31 October 2006.

Abstract

This article draws on current and classical psychological theories of consumer behavior to review current findings in the psychology and economics literature on the subjective value of money, using an information processing framework. Consumers subjectively value both prices and money. That is, consumers value an identical economic value as a price or as a sum of money differently depending on their individual characteristics, price presentation characteristics, monetary form characteristics, and the consumer context due to subjectivity in their: Perception (biases in assessing the subjective value of money and prices); Inferences (whether consumers use price information to make other judgments); affect (the feelings and emotions associated with spending and saving); memory (errors and biases in recall of money and prices); and information integration (the manner in which consumers integrate costs and benefits to make decisions of whether, when, how much, and what to spend on).

Keywords: Value of money; Consumer context; Price presentation; Information processing

Article Outline

1. Perception
1.1. Reference points
1.1.1. How consumers form reference points
1.1.2. Implications of having a reference point
1.1.3. Asymmetric effects of gains and losses
1.1.4. Prospect theory
1.1.5. Implications of prospect theory for pricing
1.1.6. How to construct reference points
1.1.7. Unintended reference points
1.2. Effort-accuracy biases
2. Inferences
3. Affect
4. Memory
5. Information integration
References

star, openThe author appreciates the comments and suggestions of Ban Mittal on a book chapter that serves as a foundation for this article.


 
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