Research Note—Trading Up: A Strategic Analysis of Reference Group Effects

Published Online:https://doi.org/10.1287/mksc.1070.0350

References

  • Agins T. The future of luxury: Custom fashion, cheap chic. Wall Street J. (2007) January 4):B7Google Scholar
  • Amaldoss W., Jain S. Conspicuous consumption and sophisticated thinking. Management Sci. (2005a) 51(10):1449–1466LinkGoogle Scholar
  • Amaldoss W., Jain S. Pricing of conspicuous goods: A competitive analysis of social effects. J. Marketing Res. (2005b) 42(1):30–42CrossrefGoogle Scholar
  • Bearden W., Etzel M. Reference group influence on product and brand purchase decision. J. Consumer Res. (1982) 9(2):183–194CrossrefGoogle Scholar
  • Becker G. A note on restaurant pricing and other examples of social influences on price. J. Political Econom. (1991) 99(5):1109–1116CrossrefGoogle Scholar
  • Becker G., Murphy K.Social Economics: Market Behavior in a Social Environment (2000) (Belknap Press, Cambridge, MA) CrossrefGoogle Scholar
  • Besen S. M., Farrell J. Choosing how to compete: Strategies and tactics in standardization. J. Econom. Perspectives (1994) 8(2):117–131CrossrefGoogle Scholar
  • Bourdieu P.Distinction: A Social Critique of the Judgment of Taste (1984) (Harvard University Press, Cambridge, MA) Google Scholar
  • Branch S. Hermès's jelly ache. Wall Street J. (2004) April 9):B1Google Scholar
  • Brewer M., Weber J. G. Self-evaluation effects of interpersonal versus intergroup social comparisons. J. Personality Soc. Psych. (1994) 66:268–275CrossrefGoogle Scholar
  • Bryson B. Anything but heavy metal: Symbolic exclusion and musical dislikes. Amer. Sociol. Rev. (1996) 61:884–899CrossrefGoogle Scholar
  • Bulow J. Durable-goods monopolists. J. Political Econom. (1982) 90:314–332CrossrefGoogle Scholar
  • Carpenter G., Nakamoto K. Competitive strategies for late entry into a market with a “dominant brand”. Management Sci. (1990) 36(10):1268–1279LinkGoogle Scholar
  • Childers T., Rao A. The influence of familial and peer-based reference groups on consumer decisions. J. Consumer Res. (1992) 19(2):198–211CrossrefGoogle Scholar
  • Cialdini R., Trost M., 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
  • Coase R. Durability and monopoly. J. Law Econom. (1972) 15:143–149CrossrefGoogle Scholar
  • DeGraba P. Buying frenzies and seller-induced excess demand. RAND J. Econom. (1995) 26(2):331–342CrossrefGoogle Scholar
  • DiMaggio P. Market structure, the creative process and popular culture: Toward an organizational reinterpretation of mass culture theory. J. Popular Culture (1977) 11:436–452CrossrefGoogle Scholar
  • Guesenerie R. An exploration of the eductive justifications of the rational-expectations hypothesis. Amer. Econom. Rev. (1992) 82(5):1254–1278Google Scholar
  • Hyman H. H. The psychology of status. Archives Psych. (1942) 269:94–102Google Scholar
  • Jones S.Economics of Conformism (1984) (Blackwell, Oxford, UK) Google Scholar
  • Katz M., Shapiro C. Systems competition and network effects. J. Econom. Perspectives (1994) 8(2):93–115CrossrefGoogle Scholar
  • Kemmelmeier M., Oyserman D. The ups and downs of thinking about a successful other: Self-construal and the consequences of social comparisons. Eur. J. Soc. Psych. (2000) 31:311–320CrossrefGoogle Scholar
  • Leibenstein H. Bandwagon, Snob, and Veblen effects in the theory of consumer demand. Quart. J. Econom. (1950) 64:183–207CrossrefGoogle Scholar
  • Lockwood P., Kunda Z. Superstars and me: Predicting the impact of role models on the self. J. Personality Soc. Psych. (1997) 73:91–103CrossrefGoogle Scholar
  • Manski C. Economic analysis of social interactions. J. Econom. Perspect. (2000) 14(3):115–136CrossrefGoogle Scholar
  • Mussweiler T., Rüter K., Epstude K. The ups and downs of social comparison: Mechanisms of assimilation and contrast. J. Personailty Soc. Psych. (2004) 87(6):832–844CrossrefGoogle Scholar
  • Narasimhan C. Incorporating consumer price expectations in diffusion models. Marketing Sci. (1988) 8(4):343–357LinkGoogle Scholar
  • Pesendorfer W. Design innovation and fashion cycles. Amer. Econom. Rev. (1995) 85(4):771–792Google Scholar
  • Rabin M. A perspective on psychology and economics. Eur. Econom. Rev. (2002) 46(4):657–685CrossrefGoogle Scholar
  • Rajiv S., Datta S., Dhar S. Asymmetric store positioning and promotional advertising strategies: Theory and evidence. Marketing Sci. (2002) 21(1):74–96LinkGoogle Scholar
  • Ross L., Bierbrauer G., Hoffman S. The role of attribution processes in conformity and dissent: Revisiting the Asch situation. Amer. Psychologist (1975) 31:148–157CrossrefGoogle Scholar
  • Silverstein M., Fiske N., Butman J.Trading Up: Why Consumers Want New Luxury Goods—And How Companies Create Them (2004) (Portfolio, Penguin Group, New York) Google Scholar
  • Simmel G. Fashion. Amer. J. Sociol. (1957) 62(6):541–558CrossrefGoogle Scholar
  • Simonson I., Carmon Z., O'Curry S. Experimental evidence on the negative effect of product features and sales promotions on brand choice. Marketing Sci. (1994) 13(1):23–40LinkGoogle Scholar
  • Stock A., Balachander S. The making of a “hot product”: A signaling explanation of marketer's scarcity strategy. Management Sci. (2005) 51(8):1181–1192LinkGoogle Scholar
  • Stokey N. Rational expectations and durable good pricing. Bell J. Econom. (1981) 112–128CrossrefGoogle Scholar
  • Syam N., Krishnamurthy P., Hess J. Models of miswanting and regret of customized products. Marketing Sci. (2008) 27(3LinkGoogle Scholar
  • Veblen T.The Theory of Leisure Class: An Economic Study of Institutions (1899) (Unwin Books, London) Google Scholar
  • Worchel S., Lee J., Adewole A. Effects of supply and demand on ratings of object value. J. Appl. Soc. Psych. (1975) 32:906–914Google Scholar
INFORMS site uses cookies to store information on your computer. Some are essential to make our site work; Others help us improve the user experience. By using this site, you consent to the placement of these cookies. Please read our Privacy Statement to learn more.