Surcharges and Seller Reputation
Bibliographic Data
| ID | 2220472 |
|---|---|
| Authors | Amar Cheema (Washington University in St. Louis, corresponding author) |
| Year | 2008 |
| Volume | 35 |
| Issue | 1 |
| Pages | 167-177 |
| Publication date | 2008-06-01 |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Consumer Research (JOURNAL) |
| Journal identifiers | ISSN: 0093-5301 • E-ISSN: 1537-5277 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1086/529532 |
| OpenAlex | W2122008810 |
| Language | EN |
| Citations received | 5 |
| References cited | 26 |
We propose that consumers buying from low- (vs. high-) reputation sellers pay greater attention to surcharges. Thus, reputation moderates the effect of surcharges on purchase. Data from eBay show that consumers adjust bids to account for surcharges when buying from low-reputation sellers but not when buying from high-reputation sellers (study 1). Study 2 replicates this effect with partitioned versus consolidated prices. Study 3 reveals that consumers take longer to make purchasing decisions when buying from low-reputation sellers and that response times mediate the moderating role of reputation. Furthermore, the effect of surcharges levied by low-reputation sellers is attenuated for consumers with low (vs. high) need for cognition (study 4). (c) 2008 by JOURNAL OF CONSUMER RESEARCH, Inc
Advertising · Business · Library science · Reputation · Social science · Sociology · Computer Science · Consumer Behavior in Brand Consumption and Identification · Consumer Market Behavior and Pricing · Customer Service Quality and Loyalty
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An Examination of the Nature of Trust in Buyer-Seller Relationships
Placebo Effects of Marketing Actions
Consumer trust in an Internet store
The Rhetorical Construction of Trust Online
Effects of suspicion on attributional thinking and the correspondence bias
When moderation is mediated and mediation is moderated
Trust and suspicion
Dispositional differences in cognitive motivation
A Model of Perceived Risk and Intended Risk-Handling Activity
The Persuasion Knowledge Model
Promotion Signal
| Citations per year | 0.31 |
|---|---|
| Citation span | 2010 - 2025 (16) |
| Highly cited | No |