Lifting the Veil: The Benefits of Cost Transparency

References

• Aaker JL (1997) Dimensions of brand personality. J. Marketing Res. 34(3):347–356.Crossref, Google Scholar
• Aaker JL, Fournier S, Brasel SA (2004) When good brands do bad. J. Consumer Res. 31(1):1–16.Crossref, Google Scholar
• Acquisti A, John LK, Loewenstein G (2012) The impact of relative standards on the propensity to disclose. J. Marketing Res. 49(2):160–174.Crossref, Google Scholar
• Aggarwal P (2004) The effects of brand relationship norms on consumer attitudes and behavior. J. Consumer Res. 31(1):87–101.Crossref, Google Scholar
• Ariely D, Loewenstein G, Prelec D (2003) Coherent arbitrariness: Stable demand curves without stable preferences. Quart. J. Econom. 118(1):73–105.Crossref, Google Scholar
• Aron A, Melinat E, Aron EN, Vallone RD, Bator RJ (1997) The experimental generation of interpersonal closeness. Personality Soc. Psych. Bull. 23(4):363–377.Crossref, Google Scholar
• Awad NF, Krishnan MS (2006) The personalization privacy paradox: An empirical evaluation of information transparency and the willingness to be profiled online for personalization. MIS Quart. 30(1):13–28.Crossref, Google Scholar
• Bazerman MH (1985) Norms of distributive justice in interest arbitration. ILR Rev. 38(4):558–570.Crossref, Google Scholar
• Bertini M, Wathieu L (2008) Research note—Attention arousal through price partitioning. Marketing Sci. 27(2):147–321.Google Scholar
• Bolton LE, Warlop L, Alba JW (2003) Consumer perceptions of price (un)fairness. J. Consumer Res. 29(4):474–491.Crossref, Google Scholar
• Buell R (2019) Operational transparency: Make your processes visible to customers and your customers visible to employees. Harvard Bus. Rev. 97(4):102–113.Google Scholar
• Buell R, Norton MI (2011) The labor illusion: How operational transparency increases perceived value. Management Sci. 57(9):1564–1579.Link, Google Scholar
• Buell R, Tsay C, Kim T (2017) Creating reciprocal value through operational transparency. Management Sci. 63(6):1673–1695.Link, Google Scholar
• Carter RE, Curry DJ (2010) Transparent pricing: Theory, tests, and implications for marketing practice. J. Acad. Marketing Sci. 38(6):759–774.Crossref, Google Scholar
• Chinander KR, Schweitzer ME (2003) The input bias: The misuse of input information in judgments of outcomes. Organ. Behav. Human Decision Processes 91(2):243–253.Crossref, Google Scholar
• Collins NL, Miller LC (1994) Self-disclosure and liking: A meta-analytic review. Psych. Bull. 116(3):457–475.Crossref, Google Scholar
• Cozby PC (1972) Self-disclosure, reciprocity and liking. Sociometry 35(1):151–160.Crossref, Google Scholar
• Derlega VJ, Metts S, Petronio S, Margulis ST (1993) Self-Disclosure (Sage Publications, Thousand Oaks, CA).Google Scholar
• Fennis BM, Stroebe W (2014) Softening the blow: Company self-disclosure of negative information lessens damaging effects on consumer judgment and decision making. J. Bus. Ethics 120(1):109–120.Crossref, Google Scholar
• Fox CR, Tversky AT (1995) Ambiguity aversion and comparative ignorance. Quart. J. Econom. 110(3):585–603.Crossref, Google Scholar
• Gershoff AD, Kivetz R, Keinan A (2012) Consumer response to versioning: How brands’ production methods affect perceptions of unfairness. J. Consumer Res. 39(2):382–398.Crossref, Google Scholar
• Gneezy U, Keenan EA, Gneezy A (2014) Avoiding overhead aversion in charity. Science 346(6209):632–635.Crossref, Google Scholar
• Hsee CK (1996) The evaluability hypothesis: An explanation for preference reversals between joint and separate evaluations of alternatives. Organ. Behav. Human Decision Processes 67(3):247–257.Crossref, Google Scholar
• Jiang L, Kouchaki M, Gino F, Boghrati R, John LK (2019) Leaders can come across as authentic by disclosing their foibles. Working paper, Harvard Business School, Boston.Google Scholar
• John LK, Barasz K, Norton MI (2016) Hiding personal information reveals the worst. Proc. Natl. Acad. Sci. USA 6(8):1–6.Google Scholar
• Kahneman D, Knetsch JL, Thaler R (1986) Fairness as a constraint on profit seeking: Entitlements in the market. Amer. Econom. Rev. 76(4):728–741.Google Scholar
• Kalkanci B, Ang E, Plambeck EL (2016) Strategic disclosure of social and environmental impacts in a supply chain. Atasu A, ed. Environmentally Responsible Supply Chains (Springer, Basel, Switzerland), 223–239.Crossref, Google Scholar
• Kelly AE, McKillop KJ (1996) Consequences of revealing personal secrets. Psych. Bull. 120(3):450–465.Crossref, Google Scholar
• Kőszegi B, Rabin M (2006) A model of reference-dependent preferences. Quart. J. Econom. 121(4):1133–1165.Crossref, Google Scholar
• Lamming RC, Caldwell ND, Harrison DA, Phillips W (2002) Transparency in supply relationships: Concept and practice. IEEE Engrg. Management Rev. 30(3):70–76.Crossref, Google Scholar
• Laurenceau J, Barrett LF, Pietromonaco PR (1998) Intimacy as an interpersonal process: The importance of self-disclosure, partner disclosure, and perceived partner responsiveness in interpersonal exchanges. J. Personality Soc. Psych. 74(5):1238–1251.Crossref, Google Scholar
• Malhotra NK, Kim SS, Agarwal J (2004) Internet users’ information privacy concerns (IUIPC): The construct, the scale, and a causal model. Inform. Systems Res. 15(4):336–355.Link, Google Scholar
• Moon Y (2000) Intimate exchanges: Using computers to elicit self-disclosure from consumers. J. Consumer Res. 26(4):323–339.Crossref, Google Scholar
• Morales AC (2005) Giving firms an ‘E’ for effort: Consumer responses to high‐effort firms. J. Consumer Res. 31(4):806–812.Crossref, Google Scholar
• Morwitz VG, Greenleaf EA, Johnson EJ (1998) Divide to and prosper: Consumers’ reactions to partitioned prices. J. Marketing Res. 35(4):453–463.Google Scholar
• Nass C, Moon Y (2000) Machines and mindlessness: Social responses to computers. J. Soc. Issues 56(1):81–103.Crossref, Google Scholar
• Neilson L, Mistry M (2013) Feel-good fashion: The new black. Wall Street Journal (August 16), http://www.wsj.com/articles/SB10001424127887323977304579001150660068542.Google Scholar
• Preacher KJ, Hayes AF (2008) Asymptotic and resampling strategies for assessing and comparing indirect effects in multiple mediator models. Behav. Res. Methods 40(3):879–891.Crossref, Google Scholar
• Reeves B, Nass CR (1996) The Media Equation: How People Treat Computers, Television, and New Media Like Real People and Places (Cambridge University Press, Cambridge, UK).Google Scholar
• Rotter JB (1967) A new scale for the measurement of interpersonal trust. J. Personality 35(4):651–665.Crossref, Google Scholar
• Rousseau DM, Sitkin SB, Burt RS, Camerer C (1998) Not so different after all: A cross-discipline view of trust. Acad. Management Rev. 23(3):393–404.Crossref, Google Scholar
• Schlossberg M (2015) An emerging trend in retail should scare everyone from Michael Kors to Macy's. Business Insider (October 13), https://www.businessinsider.com/cost-transparency-is-the-new-trend-2015-10.Google Scholar
• Sedikides C, Campbell K, Reeder GD, Elliot AJ (1999) The relationship closeness induction task. Representative Res. Soc. Psych. 23:1–4.Google Scholar
• Smit E, Bronner F, Tolboom M (2007) Brand relationship quality and its value for personal contact. J. Bus. Res. 60(6):627–633.Google Scholar
• Sung Y, Kim J (2010) Effects of brand personality on brand trust and brand affect. Psych. Marketing 27(7):639–661.Google Scholar
• Trifts V, Häubl G (2003) Information availability and consumer preference: Can online retailers benefit from providing access to competitor price information? J. Constructivist Psych. 13(1):149–159.Google Scholar
• Wheeless LR, Grotz J (1977) The measurement of trust and its relationship to self-disclosure. Human Comm. Res. 3(3):250–257.Crossref, Google Scholar
• Zhu K (2004) Information transparency of business-to-business electronic markets: A game-theoretic analysis. Management Sci. 50(5):670–685.Link, Google Scholar