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Interaction effects of mood induction and nominal representation of price on consumer choice
Umeå University, Faculty of Social Sciences, Umeå School of Business.
2005 (English)In: Journal of Retailing and Consumer Services, ISSN 0969-6989, Vol. 12, no 6, 397-406 p.Article in journal (Refereed) Published
Abstract [en]

The transition to the euro in several European countries causes consumers to make mistakes in economic transactions. One mistake referred to as the “euro illusion” is the tendency to evaluate prices on the basis of their nominal representation, thus overestimating or underestimating how expensive products are. Investigating effects of the euro illusion on consumer choice as well as moderating effects of mood, three laboratory experiments were conducted employing convenience samples of students. In Experiment 1 a bias toward the nominal representation was demonstrated when participants chose an unfamiliar (fictitious) large-unit currency (small numbers) for paying the price of a consumer product but chose an unfamiliar small-unit currency (large numbers) for obtaining a salary. The bias was larger for participants who were induced to feel positive and deactivated (calm and relaxed) than for participants who were induced to feel negative and activated (anxious and jittery). The difference in frequencies of choice of currency were replicated in Experiment 2. No effects were, however, found of natural mood assessed by self-report ratings. In Experiment 3 choices of more expensive consumer products with additional features were more frequent when the prices were expressed in the large-unit currency than when expressed in the small-unit currency. Neither in this case did self-reported natural mood affect the choices.

Place, publisher, year, edition, pages
2005. Vol. 12, no 6, 397-406 p.
Keyword [en]
Currency change, Price evaluation, Consumer choice
URN: urn:nbn:se:umu:diva-16832DOI: doi:10.1016/j.jretconser.2005.03.001OAI: diva2:156505
Available from: 2007-01-24 Created: 2007-01-24 Last updated: 2011-01-12Bibliographically approved

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Marell, Agneta
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Umeå School of Business

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ReferencesLink to record
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