Research Note—Trading Up: A Strategic Analysis of Reference Group Effects
Published Online:1 Sep 2008https://doi.org/10.1287/mksc.1070.0350
References
- The future of luxury: Custom fashion, cheap chic. Wall Street J. (2007) January 4):B7Google Scholar
- Conspicuous consumption and sophisticated thinking. Management Sci. (2005a) 51(10):1449–1466Link, Google Scholar
- Pricing of conspicuous goods: A competitive analysis of social effects. J. Marketing Res. (2005b) 42(1):30–42Crossref, Google Scholar
- Reference group influence on product and brand purchase decision. J. Consumer Res. (1982) 9(2):183–194Crossref, Google Scholar
- A note on restaurant pricing and other examples of social influences on price. J. Political Econom. (1991) 99(5):1109–1116Crossref, Google Scholar
- Social Economics: Market Behavior in a Social Environment (2000) (Belknap Press, Cambridge, MA) Crossref, Google Scholar
- Choosing how to compete: Strategies and tactics in standardization. J. Econom. Perspectives (1994) 8(2):117–131Crossref, Google Scholar
- Distinction: A Social Critique of the Judgment of Taste (1984) (Harvard University Press, Cambridge, MA) Google Scholar
- Hermès's jelly ache. Wall Street J. (2004) April 9):B1Google Scholar
- Self-evaluation effects of interpersonal versus intergroup social comparisons. J. Personality Soc. Psych. (1994) 66:268–275Crossref, Google Scholar
- Anything but heavy metal: Symbolic exclusion and musical dislikes. Amer. Sociol. Rev. (1996) 61:884–899Crossref, Google Scholar
- Durable-goods monopolists. J. Political Econom. (1982) 90:314–332Crossref, Google Scholar
- Competitive strategies for late entry into a market with a “dominant brand”. Management Sci. (1990) 36(10):1268–1279Link, Google Scholar
- The influence of familial and peer-based reference groups on consumer decisions. J. Consumer Res. (1992) 19(2):198–211Crossref, Google Scholar
- , Gilbert D. T., Fiske S. T., Lindzey G. Social influence, social norms, conformity and compliance. Handbook of Social Psychology (1998) 2(McGraw-Hill, Boston) 151–192Google Scholar
- Durability and monopoly. J. Law Econom. (1972) 15:143–149Crossref, Google Scholar
- Buying frenzies and seller-induced excess demand. RAND J. Econom. (1995) 26(2):331–342Crossref, Google Scholar
- Market structure, the creative process and popular culture: Toward an organizational reinterpretation of mass culture theory. J. Popular Culture (1977) 11:436–452Crossref, Google Scholar
- An exploration of the eductive justifications of the rational-expectations hypothesis. Amer. Econom. Rev. (1992) 82(5):1254–1278Google Scholar
- The psychology of status. Archives Psych. (1942) 269:94–102Google Scholar
- Economics of Conformism (1984) (Blackwell, Oxford, UK) Google Scholar
- Systems competition and network effects. J. Econom. Perspectives (1994) 8(2):93–115Crossref, Google Scholar
- The ups and downs of thinking about a successful other: Self-construal and the consequences of social comparisons. Eur. J. Soc. Psych. (2000) 31:311–320Crossref, Google Scholar
- Bandwagon, Snob, and Veblen effects in the theory of consumer demand. Quart. J. Econom. (1950) 64:183–207Crossref, Google Scholar
- Superstars and me: Predicting the impact of role models on the self. J. Personality Soc. Psych. (1997) 73:91–103Crossref, Google Scholar
- Economic analysis of social interactions. J. Econom. Perspect. (2000) 14(3):115–136Crossref, Google Scholar
- The ups and downs of social comparison: Mechanisms of assimilation and contrast. J. Personailty Soc. Psych. (2004) 87(6):832–844Crossref, Google Scholar
- Incorporating consumer price expectations in diffusion models. Marketing Sci. (1988) 8(4):343–357Link, Google Scholar
- Design innovation and fashion cycles. Amer. Econom. Rev. (1995) 85(4):771–792Google Scholar
- A perspective on psychology and economics. Eur. Econom. Rev. (2002) 46(4):657–685Crossref, Google Scholar
- Asymmetric store positioning and promotional advertising strategies: Theory and evidence. Marketing Sci. (2002) 21(1):74–96Link, Google Scholar
- The role of attribution processes in conformity and dissent: Revisiting the Asch situation. Amer. Psychologist (1975) 31:148–157Crossref, Google Scholar
- Trading Up: Why Consumers Want New Luxury Goods—And How Companies Create Them (2004) (Portfolio, Penguin Group, New York) Google Scholar
- Fashion. Amer. J. Sociol. (1957) 62(6):541–558Crossref, Google Scholar
- Experimental evidence on the negative effect of product features and sales promotions on brand choice. Marketing Sci. (1994) 13(1):23–40Link, Google Scholar
- The making of a “hot product”: A signaling explanation of marketer's scarcity strategy. Management Sci. (2005) 51(8):1181–1192Link, Google Scholar
- Rational expectations and durable good pricing. Bell J. Econom. (1981) 112–128Crossref, Google Scholar
- Models of miswanting and regret of customized products. Marketing Sci. (2008) 27(3Link, Google Scholar
- The Theory of Leisure Class: An Economic Study of Institutions (1899) (Unwin Books, London) Google Scholar
- Effects of supply and demand on ratings of object value. J. Appl. Soc. Psych. (1975) 32:906–914Google Scholar

